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The TACTIC: Warm referrals from cold calls. Getting warm referrals from cold calls is as simple to do as asking for them — “If you were me, whom would you call?”

The TACTIC: When selling, go for the top.  Asking for the appointment is no more difficult then stating, “Get our your calendar.”

The TACTIC: When selling, go for the top. If your boss tells you to pay attention to what this salesperson is selling, you probably will. If someone two levels down tells you to pay attention to what this salesperson is selling, you’ll probably get around to it eventually. If you are the salesperson in question, which situation is better for you?

The TACTIC: The bottom line of professional selling is going to the bank.  There is nothing wrong with putting bigger and bigger commission checks in your bank account unless you’ve decided that your job is to meet quota.

The TACTIC: Prospects who talk buy.

The TACTIC: Never ask for a sale - make the prospect give it up.  Prospects have been making salespeople give up increased commissions and sales for years... are you going to continue to help them?

The TACTIC: A prospect who is listening is no prospect at all.  Lulls in conversations are not bad, and there is no reason for you to fill them in.

The TACTIC: Now that it's over...   Most people really want what they have been told they can’t have — especially qualified prospects.

The TACTIC: Off the record. Giving the prospect a way to see the future often helps the prospect buy today.