PRESSURE IN SELLING

There are many prospective LE's who have turned from this work in defeat because they could not bring themselves to exert any form of  pressure on their customers to purchase. This class needs to remember that the kingdom of heaven and earth is made up of choices.  Lucifer chose to covet and one third of all angels chose with him.  Adam and Eve chose to blatantly disobey God's command in Eden and dragged the entire human race into condemnation.  Job chose to obey God, even if it meant that he would be slain.  Joseph chose to run from Potiphar's wife rather than dishonour God.  Three Hebrew worthies chose the fiery flames over bowing down to idols. Daniel chose to face the lion's den over obeying the decrees of sinful men.  Jesus chose to become "the Lamb slain from the foundation of the world." Choosing was manifest in human flesh, "Behold, a virgin shall conceive, and bear a son ... that He may know to refuse the evil, and choose the good ..." [Is 7:14,15]  The human race was born choosing and will die choosing. 

Webster's New Collegiate Dictionary definition of pressure contains 8 variables:

(1) the burden of mental distress

Any time our prospect faces a situation where he has to part with a dollar aside from the normal activities of life there is pressure.  When the husband decides to impulse purchase a set of golf clubs there will be pressure in facing his wife who has been begging for new rugs.

(2) the constraint of circumstance

Five minutes ago, everything was fine.  Now there is a gentleman sitting at our kitchen table asking us to make a financial committment for something we had not thought about.

(3) the weight of economic imposition

This decision of spending for books is going to require a sacrifice.  I may need to work overtime or forgo our family vacation.

(4) the action of force against an opposing force

Many forces are at work at the table.  The LE sits across from the prospects divided by his books.  Off to one side are good angels urging the LE forward and impressing the customers to purchase.  Across from them are evil angels, causing disruptions and urging the customers to hold off at any cost. The closer decision-time gets the pressure escalates.

(5) the force of selection resulting from one or more agents

There are so many products to choose from, what to do, what to do?

(6) the stress or urgency of matters demanding attention

The LE knows that 95% of all sales are going to happen right now, not tomorrow or next month.  Its decision-time for the prospect.  He should not settle for a Felix-type decision where the customers were "almost persuaded."

(7) to apply pressure to

Blood pressure increases, the prospect may ask the LE if he minds if he lights up a cigarette.

(8) to cook in a pressure cooker   

During this great controversy, the LE and the prospects are in a pressure cooker situation.  Will the lid blow or can the LE maintain the pressure level and move forward to a decision?

Let us paraphrase one of the best examples of

pressure-decision-making found in the Bible:

Rich Young Ruler

And a certain ruler asked Him, saying,Good Master ... How much are these books containing the plan of eternal life?

And Jesus said unto him, "Thou knowest the ... strong committment required for parents raising children in the Lord.

And he said ... All this have I done since we had children.

Now when Jesus heard these things, He said unto him, "Yet lackest thou one thing: Make this great sacrifice, even to your own hurt ... And thou shalt have treasure in heaven: And come, follow Me."

And when he heard this, he was very sorrowful: for the thought of spending so much money caused him much distress and was turning his world upside down.

And when Jesus saw that he was very sorrowful, he said, "How hardly shall they that have riches enter into the kingdom of God!  For it is easier for a camel to go through a needle's eye, than for a rich man to enter the kingdom of God."

And when the LE's heard this they said amongst themselves, Who then will ever purchase?

And He said, "The things which are impossible with men are possible with God."

Then one LE said, "Lo, we have left all, and followed Thee."

And He said unto them, "There is no man that hath left house, or parents, or brethren, or wife, or children, for the kingdom of God's sake, who shall not receive manifold more in this present time, and in the world to come life everlasting." [Lk 18:18-30]

         No doubt the rich young ruler's fancy garment was drenched with the sweat of pressure.  He remembered this encounter with Jesus for the rest of his life.  Maybe another soul-winner came his way to give this prospect a second chance.  Maybe the Holy Spirit gave him no peace until he surrendered his will to God.  However, there is no further Biblical account of the rich young ruler, who represents a class today of those who are rich and in need of nothing, and will choose death rather than surrender.  The LE is the bearer of heavenly pressure.  Do not shy away from asking for decisions of eternal worth, lest you follow Satan's plan of not making decisions for Christ.  Like Joshua in days of old, we must ask our customers to choose ye this day whom they will serve.

PRACTICAL PRESSURE

Once the prospect has made a firm decision not to purchase your package, do not ask him again to consider the same package. This is needless pressure.  Instead, offer him a less threatening choice by stepping down financially to lesser books.

If he refuses to purchase again, then step it down one more time.  The pressure actually lessens with each step-down proposal because you are leaving a door of escape.

If the prospect has stated that he is not making a decision today, after repeated step-downs, then the game is almost over.  However, one final attempt can be made by changing the rules of engagement - announce that you will not ask him again to purchase and thank him for considering.  At this point, ask him for permission to ask his wife if she wants the books.  This close is covered in the book, and you may be pleasantly surprised with the answers to you will get at this point.

If a customer accuses you of pressure - acknowledge your pressure.  Explain to him why you have exerted pressure.  You are in a life-and-death battle against principalities and powers in high places, all designed to keep our literature out of the hands of precious souls.  You are guilty of caring enough about their welfare to risk embarrasement or rejection.

We barely can sell  a book without exerting some form of pressure, or persistent persuasion, which are kin.  When Jesus called Matthew from the tax collector's booth - pressure! When He called the fishermen to leave their careers and nets behind - pressure!  When He asked them to forsake all to follow Him - pressure!.  When you joined the SDA church, leaving family and friends behind - pressure!  The entire world scorned your decision, yet you made it anyway.  Why then, do you shy away from the pressures of asking others to embrace eternity with you? The LE work is a pressure cooker.  If you cannot stand the steam, then best retreat to another line of duty.  The LE work calls for Joshua and Caleb, Daniel, Job, Jospeph, Elijah, Paul and John the Revelator.  Those willing to follow the Lamb withersoever He goeth, must embrace the pressure that accompanies the calling.

The LE is called to exhibit the basic of faith of Abrahm, who "... believed in the Lord; and He counted it to him for righteousness." By so doing, he will not fail, he cannot fail, "... for He is faithful that promised." [Heb 10:23] If the LE works according to God's plan, then it is an impossibility that he should fail, lest God's promises of financial reward be lacking.  God stakes His reputation on promising the colporteur - food, clothing and shelter, if you seek Him first. [Mat 6]  This is not a Literature leader telling you this, it is God's unfailing word.  Do you believe it enough to claim it? 

home