What’s the Essence of Selling? ASKING!
by Bob Abrames

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Now, I think that this is a brilliant idea! The worst thing that could happen here is it wouldn't work. Never be afraid to ask. It is amazing how many people will help. Oh yes, also be ready to respond. If your customers respond like you did to me, you'll be very busy.

Meanwhile, here's another observation: Not everybody likes Oprah!

The biggest problem most sales people have is that we feel we need to be all things to all people. Well, that is ridiculous! No one can be everything to everybody. You need to decide who you are -- and then focus on the people who want you and what you do. If you want to make money, focus on people who will pay you, and forget the rest! If you don't like selling a certain product, quit marketing it by telling everybody you do it. And if you want everything, quit complaining about the part you don't like. It is stupid to ask for something and then complain when you get it. I think the pure cruise agencies have it right when it comes to marketing anyway. They want to sell cruises and they focus on that. Their selling might be weak, but the marketing is perfect.

What you do owe everybody is respect, compassion and etiquette -- everybody, always, no exceptions! What you don't owe people who aren't buying or won't pay you is your time and expertise. Some people don't think you're worth it -- face it, see past it, next. Oprah did not make millions worrying about the people who don't like what she does. She made a fortune catering to those who want and will pay for what she does.

Bob Abrames, CTM, CHt, is a salesologist and voyageur at www.abrames.com. You can catch Bob live this month as one of the featured speakers at the ATAA "Nuts & Bolts Conference" July 14-16 in Tucson. For more details, check this conference flyer.