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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.

The TACTIC: Wave the magic wand.  A magic wand gives the prospect a safe way of telling you what you need to do to make the sale. 

The TACTIC: Permit the prospects to sell themselves.  The prospect sells herself and you are there to make it happen.

The TACTIC: Where's the finish line?  If you don’t know what the goal is, then anything you do is as good as anything else, regardless of how aimless and useless it might be. For how else to judge your actions?

The TACTIC: Don't poke the corpse.  The sooner you recognize the sale is not going to happen, the sooner you can move on to one that will.

The TACTIC: Don't paint seagulls in your prospect's picture.  The prospect is the one who will use the product, not you — do not presume you know better.