Granted....the tuffest part of any sale is, "Giving your spiel to the one who can "write the check"!

Finding the Owner in IS....my biggest problem.

And, the reason why I'm responding (taking a break from making up the Ads for the Clients I sold yesterday & this morn)....is your comment about "Filters";

The prospect's "incoming new idea FILTER" is set on "KILL!" as the default setting

THAT'S what my thread was about. Lamenting that the filters are set on "KILL!" as the default. Unfortunately that is the natural hurdle ALL salespeople (good or bad), and ALL ideas (good or bad) must find ways to overcome

Maybe it's the way I "phrase" things when talking to prospects I want to give my Pitch to but....only rarely do I meet business people, ESPECIALLY NOWADAYS, who, "Set Their New Idea Filter to "Kill""!....heck....the people I contact are OPEN to ANY "Ideas"...New or Otherwise.

Their business has been cut in HALF and if this guy coming thru their door with the 3-ring binder, has an "Idea" that MIGHT pull me thru this economic calamity....I'M READY TO LISTEN...EVEN THOUGH I REALIZE HE'S GOING TO TRY AND SELL ME SOMETHING!

And....the "Poor" folks who I do come across, who "won't even listen"...put up their "New Idea Filter" or Raise Their Lead Shield....I ask, "WHY prolong the Agony?"...."Close the Doors and Sell your Stuff, Before the Sheriff does!"

Again....these folks are, nowadays, few and far between.

And...of those who have "filtered me out"....I keep track of and...sure nuff, in a few weeks or months...there's a New Sign on their door...."FOR LEASE"!

Also...maybe in bigger cities the "New Idea Filter" is up, because they get hassled so much....but...in the small towns I work in....there's an "Openness" that I haven't felt before.

I can "sense something in the Air".....it's called "FEAR"! FEAR of what our own Gummit is trying to do to us!

Don Alm....Sales man