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“What’s dangerous is not to evolve.”

 Jeff Bezos:  Founder, president, and CEO of Amazon.com 

You ask people to buy from you so you can feed your family, not your ego!  That may seem harsh. However, there is great truth in that statement. Here’s why. If you are worried that hearing “no” is going to bruise your ego, you may be hesitant to ask for the objective. If that is the case, you are not putting bread on the table for your family and if you are sales supervise the families of those that you work with daily. The reason you ask the prospect to buy from you is so he or she can solve a problem and benefit from your solution. Selling is not something you do to the prospect; it is something you do with the prospect. Through your hard work and selling efforts you are trying to improve the prospect’s current situation. You should be proud to be in a profession that has that as a focus. (Selling is an honorable profession!) And when you improve someone’s current situation, you are rewarded as well. Not a bad deal, eh? 

Your product is not going to improve the prospect’s current situation; you should cease your selling activities, ask for a referral, thank him or her for the time, and just go on your way. Closing is the logical conclusion to your selling efforts as you and the prospect travel through the sales process. By the way crating your value to your prospect and linking that value to his or her needs, you have every right to ask for the objective.

 Go out and have a Great Selling Day and make a difference in at least person’s life today.

WED