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The TACTIC: Keep thinking. It will go away.  If you make the decision, you control your life. If someone else makes the decision, he controls your life. Make a decision.

The TACTIC: Midnight oil doesn't exist. Burning the midnight oil produces no light and no heat. Why do it?

The TACTIC: Pop into their future. By being in the prospect’s future, you have a prospect who is now looking for reasons to purchase from you.

The TACTIC: Save time, skip the planning. There are always a couple of quick sales ready for the picking. Do you want to pick the quick ones or reap the entire crop?

The TACTIC: Winners have the same amount of time as non-winners. Salespeople earning a million dollars a year have the same number of hours in the day as those who have just spent their first-ever day as salespeople. Not an hour more, not an hour less.

The TACTIC: Create the buying environment. Help the prospect create the buying environment, and you won’t have to sell because he will be buying every time he responds.

The TACTIC: Hard work isn't digging a ditch. If you don’t know where to start and where you are going to end, then all the work you do is pointless. Pointless work is always hard work.

The TACTIC: Be on goal time, not clock time. Either way, you are going to spend the time. The only question is how. Which one makes you money?

The TACTIC: Midnight oil doesn't exist. Burning the midnight oil produces no light and no heat. Why do it?