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The TACTIC: Learn what unproductive behavior is.  If you don’t know what the specific and measurable goal of the behavior is, then the behavior is unproductive and nothing more than a time filler.

The TACTIC: Does this make sense to you?  To do better, you have to change how you work instead of just doing the same thing you currently do for longer periods of time.

The TACTIC: Identify unproductive behavior.  If what you are doing does not produce the results you want, then change what you are doing.

The TACTIC: Act, don't react. Actors act on purpose to get a reaction from the audience. Shouldn’t you do the same?

The TACTIC: Stop commuting during the day.  You probably get reimbursed for mileage, but does anyone reimburse you for the time you spend driving?

The TACTIC: You don't know me, do you want to?  If you sound like the run-of-the-mill salesperson, you’ll be treated like the run-of-the-mill salesperson. Is this what you want?

The TACTIC: I'll just be gone for a minute...  Meetings are held to communicate and resolve issues vital to those attending. Why should anyone leave?

The TACTIC: Let your prospects do 70% of the talking. If you decide to continue with a prospect, you are managing your time. If the prospect decides what to do, who is managing your time then?

The TACTIC: I forgot my calendar. If someone doesn’t have his calendar at the conclusion of the meeting, then you have just been told your meeting was a waste of time.