“In wild a plant and its pests are continually coevolving in a dance of resistance and conquest that can have no ultimate victor. But coevolution ceases in an orchard of grafted trees, since they are genetically identical from generation to generation. The apple tree is no longer evolving, but viruses, bacteria, fungi and insects who love it, are. The domestication of apple has gone too far, to point where species’ fitness for life in nature (where it still has to live, after all!) has been dangerously compromised.

Now in a business thing to look out for is competition, and in order to stay competitive, we need to keep evolving with them, right? Constant change typifies today’s work environment, and if we don’t allow our employees to be constantly changing, learning and growing, as well, not just “grafted,” business will not fare well.

If you plant seeds and let people be who they are, think creatively and individually, work in area of their strengths, and have opportunity for growth, you’ll have an organization much better able to compete, one that can keep coevolving in today’s fast-changing environment.

Recognize that objections are a natural component of sales process. It’s common for a customer express several objections before she makes decision to commit to purchase. Don’t take these objections personally and do not assume that it means other person is not interested. Understand that your prospect will likely have specific concerns about making a decision particularly if they have never done business with you. Clarify their objections to uncover true hesitation – do not hesitate to probe deeper to explore real issues preventing them from making a decision. In most cases, your prospect will give you information you need providing you keep your approach non-confrontational and neutral. Learn to handle objections in a non-argumentative manner. When you uncover their true objection keep your response brief and to point. Talking too much will seem that you are trying to justify your product or price. Plus, you can sometimes talk yourself out a sale if you aren’t careful.

Ask for sale. In many cases, your prospect expects you to ask for sale. And as long as you do not pressure or try to coerce them into making a decision, they won’t be offended by your request. Develop confidence to ask for sale in a variety of ways and begin asking every qualified person for their commitment. Recognize that many people want to be given permission to make a decision and look to salesperson for that permission.

Lastly, take a lesson from Sam and learn importance of polite persistence. The most successful sales people ask for sale seven or eight times and don’t give up at first sign of resistance. Research has shown that these individuals consistently earn more than their coworkers and peers.