Recently, Ken, our retired-neighborhood-handyman (we know self-improvement but home improvement... absolutely not) was over at our house. 

We wanted to replace all the black handles on our kitchen cabinets with new brushed silver ones and in classic Ken fashion, he said, “No problem, I can do that!” 

Pretty much everything we ask him, Ken has either done for someone else or figured out for his own home.

Then Ken casually brought up soft-closing cabinets. (What will they think of next??) 

As he was explaining, he quickly added, “I’m not trying to sell you on it,” or something to that effect.

But here’s the thing... he kind of was! 

But that’s how great selling works. 

It’s not about pushing. It’s about bringing up options the customer might not even know they’d like. 

I didn’t think soft-closing cabinets were a problem for me, but now that he mentioned it? I’m intrigued.

If Ken had kept quiet (staying as silent as those doors he was suggesting 😆) who would that have served?

In sales, if you don’t bring it up, you’re not giving people the chance to say yes (or no). That little nudge from Ken? 

That’s service. 

That’s courage. 

That’s Go for No.