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The TACTIC: Let your prospect do 70% of the talking. Prospects don’t have time to be buried. Why train salespeople to bury them?

The TACTIC: It's not the good old days anymore. How you prospect depends on your customer’s “time to buy again” cycle. Know it. Work with it. Be successful. Ignore it, fail.

The TACTIC: Never ask way. Always ask what.  The answers to “what” questions are steps that can be taken. The answers to “why” questions are rationalizations. Which one moves you toward managing salespeople?

The TACTIC: Always. Never. Everyone.  Absolutes tend to have more exceptions than Swiss cheese has holes. Don’t accept them.

The TACTIC: Are you saying...?  To really understand what someone means, not what you hope he means, ask for clarification.

The TACTIC: The problem lies within, not without.  You need strong individuals, not a herd of sheep.

The TACTIC: Why did you circle YES? Force the prospect to start working with you by circling YES.

The TACTIC: You start. While you probably can’t solve someone else’s problems, you can help her define them, which is the first step to solving them.

The TACTIC: There are no bad prospects—only bad salespeople. How you view your prospects determines precisely how much money you will make.

The TACTIC: Succeeding today isn't enough. If you don’t know where you want to be, then you don’t care where you are headed.