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The TACTIC: See the prospect's picture. Some prospects process their world in visual images and if you want them to buy from you, you had best get into focus and be part of the big picture.

The TACTIC: Managers don’t make sales! Never make sales to make even more.

The TACTIC: Hear the prospect's music. Some prospects hear their world, and if you don’t make music to their ears, not only will they turn the volume down, they’ll even shut you off.

Sandler provides an easy way to remember the five key components of getting a mutually beneficial conversation started: the simple mnemonic PLATE.  

The Top 3 Things to Discover BEFORE Investing in a Franchise.

The TACTIC: Know what you changed.  If the change you made doesn’t work out, sit down and make sure that you really changed what you thought you did. Almost always you will find that what was changed isn’t what you intended.

The TACTIC: Help me out, I'm lost.  If you sound OK, and need help, almost everyone will help you.

The TACTIC: Is there a problem?  Did we fix it?  If you don’t solve both customer repair problems, the actual and emotional, there are tons of other salespeople ready to do the job and take your commission.

The TACTIC: See the prospect's picture. Some prospects process their world in visual images and if you want them to buy from you, you had best get into focus and be part of the big picture.