Excerpted from “Chapter One” “Just Ask the Right Questions to Get What You Want” with the permission of the author – Professor Ian Cooper
This is one of the biggest and most common traps. I have heard the following thousands of times:
There’s no point in asking because:
…we’ve no chance
…we’re too small
…we’re too big
…we’re too expensive
…we can’t compete
…we’re too new in the marketplace
…we’re perceived as too old-fashioned
…they already have a relationship
…they won’t pay that
…they’ll never come down that far
…they won’t take me seriously
…I’m too fat
“…I’m too small
…They’ll laugh at me
Get the picture? How many more assumptions like these can you come up with or have you used? However, realistic your assumptions might seem, they are no more than excuses for your own lack of technique, comfort, or fear at asking the question. As mentioned before, the one thing I can guarantee you is that if you don’t ask you will certainly not get what you want. I can tell you now, that by ignoring what appeared to be realistic and rationally valid assumptions, I have asked for and got everything from:
• Millions of pounds worth of business for clients who said they stood no chance.
• Substantial donations for charities from people whom you would expect to say ‘no’.
• Establishing various joint ventures for clients with business partners who would regard themselves as in a much higher league.
• Getting celebrities I have never met to agree to help with various projects without payment.
If that doesn’t convince you, I have even got the car parking attendant at the local City Railway Station to let me in and find me a parking place when the car park sign read FULL and other cars have driven away assuming there were no places! How? I asked!
Note from Bob: Professor Cooper will be sharing what he asked the car parking attendant in his “Guest Post/Exerpt this coming Thursday, January 12.
Assumptions are the enemy of success!
Professor Ian Cooper has been described as a ‘serial achiever’, London based, he is an international author of 15 books with in 55 countries and 13 languages, including the successful and influential ‘Financial Times Guide To Business Development’, recently shortlisted for the best management / business book of the year award. In addition to advising hundreds of businesses and organizations of all sizes for over 30 years, Ian is also a successful entrepreneur who has created and run a number of successful businesses. With approximately 1000 professional speaking engagements Ian has inspired thousands of businesses and individuals with his light and engaging style to improve their own performance, get better results and make things happen. You can connect with Ian on his website.