Most people want to help.

Do you drop coins in the Salvation Army’s bucket outside retail stores?
Do you hold a door for the mom with her arms full of baby stuff?
Do you let someone with fewer groceries go in front of you at the check out line?
Do you use your turn signal?

Most people answer yes to the above questions, most people enjoy helping.  For most of us, we do the above actions instinctively, we don’t even think about it.  And, interestingly, we do not personally know, the people benefiting from our actions.  That piece does not register in our helping hearts, we just do it.

We could say we were “raised that way”.
We could say “it feels good”.
We could say “it’s the right thing to do”.
We could say “do unto others…”.

If we understand that it is innate to be helpful, then as a salesperson we should expect a “yes” much more than we do.  Many people shy away from sales because of the feelings that come from getting “no’s”.  But I would suggest that it really is all “in our own heads”.  We are creating this negative feeling when it truly does not exist.  And once you wrap your head around this fact and get over your own thinking…you will have mastered the uneasiness in getting started in sales.  That’s it, that’s the secret…it is you.

I have always found that when framing an ask correctly, I rarely get a “no”.  I might get a stall or a timing hurdle, but I rarely get a “no”.  I have also found that if I accept a “no” correctly, both the giver and I feel good about the conversation.  Great sales people learn how to accept “no” with grace and kindness.

We are coming to the end of the Heart of Missouri United Way campaign for 2015.  I have been told “no”, but I have been told “yes” hundreds and hundreds of times more. I have proven my theory that people naturally just want to help.
I know that we have thousands of generous people in our community who want to help one another.
I know that we have thousands of volunteers in our community that want to help others.
I know that we have many people in our community who are thankful for the help given to them during a difficult time in their lives.

In the next few days listen to the number of times you hear and say “yes”. Compare that with the number of times you hear and say “no”.   I think you will find that we say “yes” more often, a lot more often!

This year the United Way asked a salesperson to help with the annual fundraising campaign and naturally I said “yes”.

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