Never Ask For The Order

One of David Sandler’s famous selling rules reads as follows: “Never ask for the order — make the prospect give up.”

At first, that instruction might sound confrontational… and perhaps even impossible. If you don’t ask for the order, how are you supposed to make the prospect give up? About what? And anyway, isn’t the first rule of selling supposedly “ABC — Always Be Closing?”

Actually, ABC is the first rule of amateur selling. Professionals, it turns out, approach the job a little differently.