Biggest crime

Have you been breaking the law?

It's raining outside, nobody is around, there's no one looking then your faced with a choice, should I do it or not?  You say to yourself  "They won't spend any money!"  And that thought is keeping you a criminal in the law of selling.  It's keeps you from succeeding.  It's prejudging your prospective customers, most of us have all judged people in all walks of life, it's human nature.
If you were to automatically stop doing this, can you imagine the unstoppable amounts of money you could be earning in sales.  You would no longer feel a fear of presenting items to people, there wouldn't even be a fear of showing your most expensive model of products.  That little voice in your head would shut up, it would no longer say stuff like:

"What if they laugh and walk out on my presentation"
"They could never afford this"
"They're just looking and wasting my time"

We're often thinking we know exactly what people's thoughts are.  Guess what, you don't know what they are thinking but you are directing them to buy less or not even buy anything at all.  It's in your attitude, lack of confidence and your body language.  What if you could change all that?  Would you be interested? 
Lately I've been applying some new techniques to stop pre-judging customers.  Just when the old me would stop selling, the new me says: "Go ahead and see if you can sell something else with this.  The results are astonishing!  With no hesitation, I've been learning to help customers by presenting extra items that help to improve the functionality of the products they are presently using. I'm advising customers that they would benefit much more from buying items that last longer or picking services that last longer due to the money they save in the end.  When your thought process switches to helping people verses what is best for you, the benefits are much more.  You show more sincerity and the customer sees this.  It creates an instant relationship, and turns a prospective client into a long time loyal customer.  You are now seen as a consultant verses a person that sold them something.  I've built many more relationships in sales with being a consultant than when I'm trying to meet sales quotas and focusing only on numbers. 
Now please don't get me wrong, numbers are very important, as a salesperson you are what comes between a product sitting in a warehouse nobody is thinking about and the ring of a cash register.  It's just much easier to get the cash register to open when your consulting and helping people that having a look of despair on your face.

So how about trying this tomorrow or later on today.  When your about turn your back on a prospect because of the way they look, walk or act.  Realize you can probably help them out.  Even better you can improve their way of life and help to consult them.  Motivate them to buy a new way of life, and you will follow them all the way.

Shane C.