My Own Story

Some years ago, when I was selling club memberships from office to office, I would end my presentation by giving the prospect a booklet outlining the membership benefits and encourage him to "think about it." My self-image was such that I could not bring myself to ask the prospect to make a buying decision. All day long, I would go from office to office giving my presentation and leaving a little book with descriptions to read. And as you might imagine, I was not making any sales. When I called people back after they had time to think about it, they would invariably say that they were not interested.