SALES IQ


Who Did You Ask to Buy Today? JIM CATHCART


Want to know an easy way to predict your income? Every day, keep track of how many people you ask to buy.


If you already had a chart showing how many times in the past months and years you have sincerely asked someone to buy from you, it would be easy to link the actual income you produced to the actions that caused it. Increase the “asks” and increase the income. Measure it and report it at the end of every day. Yes, every day. What is your ATBT (asked to buy


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today) number? There’s an old for- mula used in the insurance business – The Purdue Formula. In short, it goes like this. There is a causation ratio between the profitability of each sale and the number of people you contact, the number you talk with, the product or service you tell them about, the number you ask to buy, and the number who buy. If you


increase the numbers in one area, you’ll increase the other numbers, too. More calls to people who need your services will result in more sales, etc. But there are other nuances worth mentioning. The quality of the people you are calling on or adver- tising to will also help determine your sales. If you’re going after the bargain hunters, you’ll constantly have to reduce your prices, ar- range for financing, and deal with delinquent accounts. Likewise, the quality of your “ask” will affect your sales. If you’re not skilled at sales


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