A salesman for a new wheel-balancing machine visited
an auto repair store in Sacramento and gave the
manager, Ted Stevens, a demonstration.
"Isn't it a great machine?" asked the salesman. "Yes
it is," answered Stevens.
"It would be a great investment and a great
time-saver, wouldn't it?"
Don't you think every garage ought to have one?" the
"Yes," replied Stevens.
"Well, why don't you buy it?"
Ted replied, "Why donít you ask me to?"
The salesman may have known everything about his wheel
balancer, but he needed to ask for the order.
Success in sales takes more than self-confidence,
belief in your product and a concern for people.
You've got to tell people exactly what you expect from