handshake-1237743In the world of direct sales, being a professional is key to several aspects of your business.  Be a professional at “the door,” whether it’s an office or residence.  Be professional in how you conduct yourself, and definitely be a professional when it comes to your product knowledge and why it would serve your prospects.  You always don’t want to be a professional when it comes to your “flexibility.”  Let me explain:

In most direct sales closing situations, you can set up your prospect to make a buying decision TODAY, and not have to set up follow ups.  For most new sales people, or even career sales people with non-direct sales knowledge, this is a strange concept to grasp, but I promise you it’s true:

If you can put yourself in front of a decision-maker, there’s seldom any good reason that she/he wouldn’t be able to give you a definite decision TODAY.  I continue to capitalize that word because there are a lot of you that are professional appointment makers, and that is NOT something that you want to become a PHD in!

If you understand the buying atmosphere, and the idea that a prospect will make a decision at the end of your presentation, it strips away the 2 major hand holds that prospects grip for when it comes to making any sales decision:

Procrastination and Price

Now, if you’re selling a $2,000,000 set of medical equipment that needs to get Board approval, this particular section may not apply to you.  If you’re selling a $2000 alarm system, an $800 set of educational materials, a $1000 vacuum, or $300 in monthly life insurance, the this definitely applies to you!

I need to talk to my wife, we never make decisions like this without talking about it first…

I have to pray on it

I never make a decision on the spot

I need to look at the other options

etc, etc etc…  What are all these?  PROCRASTINATION

Price is easy to spot.  Both are “knee jerk” reactions to a natural innate desire in us to not make a decision.  It’s easier to simply put it off.  But when you do a proper buying atmosphere, the decision maker already acknowledged that they could make a decision, so be resolute in your promise that you’d be okay with either answer (yes, or no).  Maybe is not an answer, so you are NOT coming back.

Most salespeople find this hard to fathom, and will assault me that I’m being strong in my tactics, or even manipulative, and this is the farthest thing from the truth.  When I sell insurance, my clients have a “free look” period where they can change their mind for almost a month from when I sit down with them.  Plenty of time to contemplate and change their minds. Most states allow cancellations for almost any product within a designated period of time, if a client really needs to “pray on it,” or “talk about it with their wives.”  It’s a lot easier for them to cancel, then it is for me to try and track them down for signatures, or call them to see if they’re interested.

Understand this:  Setting appointments to follow up with a client LATER is a waste of your time.  In the time you spend tracking down clients, you could have approached a dozen more new prospects.  For the one or two clients that may buy, you’ve wasted emotional time and energy that’s cost you with other clients along the way. This doesn’t even start to scratch the surface of how exhausting it is to do your job this way.

People don’t get more excited about your product AFTER you leave, so learn to be confident and stay there until they either buy, or until they say they’re not interested.  Either decision is fine, and I let my clients know that if they’re just not sure about it, they should just say no. I have ZERO issues with a “No.”  What I won’t do is let them get away with a maybe, because it doesn’t serve either of us.  Want to be a professional?  Here’s the tip.  Get people to a definite yes or no, every time you demonstrate your product.  Never go back.  Leave every prospect better than they were when you met them. Don’t be a professional appointment setter.  Good luck!