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The TACTIC: Understand the process of failure and let it work.  If you have failed, and then learned why you failed, you are 99% closer to increased success.

The TACTIC: There's no such thing as a salesperson handling stalls and objections. There's only one person qualified to do that, and that's the prospect. Eliminating objections is less time-consuming than overcoming objections. Eliminating them gives you more selling time.

The TACTIC: Knowing when to TAKE IT AWAY.  Take it away ONLY if you are prepared to walk out the door. Once you take it away, wait for a response regardless of how long it takes.

The TACTIC: When setting appointments, always get invited in. NO BEGGING!  Beggars do make some money. Non-beggars make more money. Which would you rather be?

In the business world it’s often been said, “Our strongest asset is our people.” But how often is it stated that they are also your greatest weakness? Every business can benefit from a reality check. If you use a systematic strategy for developing the people in your key roles, that reality will likely reveal the valuable human assets on your team.

The TACTIC: Don't spill your candy in the lobby. Every salesperson knows that “send me some literature” is a brush-off. Yet most salespeople send the literature anyway. Why? If the prospect doesn’t have the time for you, he will NOT have time for your literature.

The TACTIC: Prospects should never be rescued. Remember, prospects who buy will always rescue themselves without any help from you. Your job is to make sales. You were not hired to be a lifeguard.

Of the corporate blind spots shared in The Road to Excellencenot sharing the vision with those who have to implement it” is one of the most detrimental to the sustained growth of an organization. To create buy-in with your team (aka “those who will have to implement it”) share your vision in the form of questions instead of statements.

The TACTIC: Never answer an unasked question. Don’t give the prospect reasons to raise objections by answering his or her unasked questions.