HARDISON’S TIPS – OCTOBER 1, 2021 – ALWAYS Ask for the Business

HARDISON’S TIPS – OCTOBER 1, 2021 – ALWAYS Ask for the Business

This content for this article comes from our friends “across the pond,” The Sales Experts Ltd, in London. See their web site at

The founder and Managing Director, Wyn Nathan Davis, says he has made the science and art of selling his life’s work. Over the last 25 years he has kept a written sales journal of the 23,806 pitches (!) he has made listing the date, client, product/service pitched, value, preparation work and results for each one. An intern compiled the following results into a database:

  • He made a direct request, asking for the business 57% of the time
  • When he directly asked for the order, he got the business 83% of the time
  • When he did not ask directly for the business, he was given the business 3% of the time
  • For those 83% when he got the business, in 91% of these sales calls, he went in with a high expectation of getting the business
  • For the 43% of the calls when he didn’t explicitly ask for the business, in addition to the 3% that had the business given to him, an additional 12% was closed at the next meeting and 6% was eventually closed. 79% of the time (8,806 sales calls), he did not get the business when he didn’t directly ask for it

By not asking for the business on the other 8,806 sales calls, how many millions of dollars did Wyn leave on the table?

He remembers one pitch in particular for artist painting products. In the countries he represented, he closed 100% of the 374 pitches he made to retailers and distributors. This retail display of artist paints was the right product at the right time and he believed 100% in its value proposition. As a result, he crafted an aggressive and compelling pitch with 3 alternative offers. He had a 100% expectation that every prospect would order and that every retailer needed this product. His expectations were met! His boss was amazed at his 100% market penetration and the next best record after him was only 52%.

So, what happened on Wyn’s 23,806 sales calls?

The salesperson’s expectation of success drove the creation of a winning sales process which included: a compelling message, a powerful pitch and ALWAYS included a request for business.

What can we take away from these results? First, a salesperson needs to be supported with a strong sales process. Then, the salesperson must prepare for the pitch, sell with the complete expectation for success, and finally ask for the business, each and every time.

From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit


Join Just

Entrepreneur Training
Public group · 229 members
Join Group
Last year the Richie Bello sales training agency gained a ton of positive reviews and exposure for being a world class sales training agency, and now ...

Video of the day

Richie Bello West

Have any question ? Now you can direct contact me