How much time on Earth do you have left? You
don’t know. That is why God urges, "Choose you this day
whom ye will serve,"1 and "To day, if ye will
hear His voice, harden not your hearts."2 Every
day—second by second—you either move closer to the Lord, or
farther from Him. These moments are not only important for
you—they influence the decisions others make for eternity, as
well.
Meeting objections
As you canvass you will hear many objections, or
reasons people give for not purchasing your books. Almost
everyone seems to have some objection, so you should learn to
find ways to meet these objections—to show people why
they need what you are offering. After all, books such as The
Desire of Ages and The Great Controversy contain
truths which are of eternal importance to all, whether or not
they realize it.
One of the most common objections is, "I don’t
have enough money." Many people who say this actually have the
money, but prefer to spend it on something else.
Another common objection is, "I’m not
interested." Some people seem interested until they hear the
price, and then they say something like this. Or perhaps they
are prejudiced against salespeople, against your books, or even
against religion in general.
People will often say, "I have my own church."
This may mean that they suspect you are trying to convert them,
and they feel comfortable with their own church. You are
especially likely to hear this in areas where other religious
groups do much door-to-door work.
Other excuses range from "I’m not much of a
reader," to "I already have more books than I can read," to "I
simply don’t have enough time."
The best way to meet an objection is to answer
with a solution to the problem. For instance: If the customer
says she has little time to read, show her a smaller book. Say,
"I’ll tell you what: This little book is perfect because it has
small chapters which can be read in no time!" Then give a short
canvass on the little book. If your customer claims he is broke,
offer him a less-expensive book. If someone says she is already
a churchgoer, respond that you are happy that she takes her
religion seriously, and that she is just the type of person who
would benefit greatly from your books. If the customer complains
that he has too many books to read as it is, mention some of the
outstanding features of the books you’re showing,3
emphasizing that no other books compare with the depth and
spiritual insights contained in the ones you are offering.
As you put into practice what you know, your
talents will increase. But beware of becoming self-confident!
Only the Holy Spirit can give you the best ideas and words to
use in each situation.
Remember that the books you are selling aren’t
simply nice books to have in the house; they are books that
could very well determine the eternal destiny of those who read
them. So it is very important to know how to awaken a sense
of need in your customers. This is where your spiritual
preparation will be a wonderful help. If you are convinced of
the importance of the books you are selling, it will show in
your presentation.
Facing rejection
Rejection is something that every literature evangelist has
experienced. When people slam a door in your face, or hurls
angry words at you, it can be painful. But remember that they
are not rejecting you. Because you come in Christ’s name, they
are rejecting Him. When this happens, say a silent prayer for
the people, and keep going.
Even failure can be a valuable learning
experience. Of something goes wrong, consider carefully and
prayerfully what occurred. Contemplate your words and approach
to the situation. Is there anything you could have done
differently? Seek counsel from those who have experience, and be
willing to try their advice.
It can be disappointing and even discouraging to
have your motives misunderstood, especially when you are trying
to help someone who fails to appreciate or understand your
efforts. But we ourselves have treated Christ in the same
manner—and yet He was willing to endure the cruelest agony for
our sakes, and to forgive us for all we have done. This is the
attitude we must take towards those who reject us. And really,
when we consider that the Holy Spirit is working through our
humble efforts to lead souls closer to Christ, it matters little
what others think of us. Instead, our hearts will be heavy for
those who have cast aside their Lord.
