To the enthusiastic salesperson who knows there has to be a better way:

The five shifts will take you a long way—in most cases, all the way to the sale. But there’s one more thing you need to remember: sometimes you have to ask for the order.

A good coach would never let an up walk away without giving them a recommendation and suggesting they take it. If you’ve made it through the five shifts, not only have you earned the right to do it, but it’s your obligation as a coach and a problem-solver. It’s the right thing to do.

When you master the five shifts, everything else will fall into place. You’ll start selling more, earning more and enjoying your job more.

Good luck in your shifts,

Henry Langford