Have you ever had the problem of too many leads?

It’s a nice problem to have, sort of.

Unless they are low quality leads.

I get a lot of inquiries, some of which are leads, and a few of which turn into sales.

I gotta laugh at the retail store shopping mentality of some who approach me though.

One email I got the other day asked if I could send over a sample speech or presentation outline for a presentation he was preparing.

Sure, I’ll get right on that.

The retail shopping mentality that pervades our culture will kill your sales if you let it.

Just because you sell, doesn’t make you the sales clerk at the department store.

You don’t have to respond to all your leads with a "How may I help you?" attitude.

Some leads quickly qualify themselves as time-wasters as this one did. No need for me to "follow-up" there.

But I know that because I’ve developed an attitude towards selling after doing it and living it for many years. My cantankerousness is second nature by now.

If you’re new to selling, then one of the things you’re probably starting to wake up to is that you can’t help everyone.

I think most people like to help others at times. I know I do.

But I also know that there is a limit to my time and energy, and I won’t let myself get taken advantage of.

So don’t try to "help" everyone for free that asks for it.

You have to focus on helping through selling those who can and are willing to pay for it.

The key to success in selling is really this simple: get some compensation for everything you do.

Sometimes that compensation is closing the sale. Other times it’s a promise or commitment that moves a larger sale forward.

Focus on getting and receiving value from the moment your selling begins, and you’ll be able to sell much more than the guy still stuck in the retail "How may I help you?" mindset.

To get some reinforcement on the right mindset of establishing and exchanging value for value in your selling, start listening to the Persuasive Selling Skills Audio Program online right now.

Sell with Pride,

Shameless Shamus