.... is the name of a book that collects various articles from "The New Yorker" magazine. The opening story is a biography of Ron Popeil, the 'king' of the TV infomercial.

In discussing his pitch, Ron matter-of-fact states "I know how to ask for money." That, I believe, is where we all tend to stumble. We don't know how to ask the customer for money.

When I went to a sales course, I was told that a large percentage of salesmen struggle even though they're well-liked and respected by their prospective customers.

The biggest reason was that they never asked for the order. They just assumed that as a reward for all the help they had given to the prospective buyer...they would get it.

Remember...always ask for the order/work/money or you can't complain about not getting it.

A "salesman" who doesn't know how to ask for the money is just generating leads. The salesman is the one who closes the deal with a check in his hand ... cash is better