Selling is a little like being drunk.

You say and do things in the heat of the moment that might come back to haunt you.

For instance, it's easy to make grandiose promises, vague pronouncements such as: "We stand behind our products 100%!”

Of course you do; otherwise, you might stand beside them or in front of them, obscuring everyone's view.

To prospects, it sounds like you just made an unconditional guarantee.

What if your widget breaks or your gizmo grinds to a halt, say five years down the line? Where are you going to be standing, then, in the defendant's box in court, disclaiming responsibility?

I know, some buyers are influential and charming and disarming.

Full of smiles, being ultra-nice, as he asks for a discount, you might be tempted to reciprocate and be a good old boy and collapse your margins or commissions right there, on the spot.

"Why did I agree to that?” you wonder later on, in the bright glare of your office's overhead lights.

You might con yourself with the thought, "Sure, I'm losing money on this unit, but I'll make it up on volume!” or "This one will make a fine testimonial and by selling her, the rest in her industry will follow!”

Of course, it's nonsense. In bar-speak, you've had more than one too many.

So, how can you avoid this occupational hazard?

Try this: When you'

re really starting to feel loose in front of a prospect, pull yourself together. Be your own designated disciplinarian.

Shake yourself, and say, "Hey, bud, it's closing time!"

Ask for the deal, right then and there.

If you hang around any longer, you're going to say something you'll regret, and probably blow the deal.

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