Ask for what you want — and get it.
Do you ever have trouble asking for what you want? Do you feel frustrated when you don’t get what you don’t ask for?
It’s happened to all of us. We hem and haw and hope that people will do what we want if we give them enough hints.
John Baker is the author of the book “The Asking Formula” and has developed a whole curriculum on how to ask for things persuasively and effectively. I recently had the chance to see him demonstrate his simple and accessible six-step process for being better at asking. It was a lot of fun and very useful.
Baker’s Asking Formula is grounded in common sense and is easy to learn and repeat with a little practice. Here are the highlights:
- Know what you want. Be bold, be specific, be clear, and only focus on one thing at a time.
- Ask for what you want. Start with “I’m asking for…” and then state your desired outcome.
- Show what you want. Provide a visual of what success looks like via whiteboard, photo or chart.
- Develop the 3 best reasons. Tie the reasons back to what’s in it for the decision-maker.
- Stop talking. This demonstrates gravitas and conviction, and also prevents looping or qualifying.
- Share your data, only if questioned. Only go to data and supporting documentation if asked about it. It shouldn’t be necessary to dig into this if your ask is well-reasoned up front.
Aside from the the obvious impact Baker’s approach can have on sales performance, it can also help the rest of an organization by instilling a culture of productive and forthright communications that provokes action and gets things done.
Click here to find out more about Baker, “The Asking Formula,” and his training programs.
Best wishes for a successful week.
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