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The TACTIC: Answer every question with a question, but soften it first.  You cannot read minds. Unless you reverse the question, you have absolutely no idea why it is being asked. Knowing why the question was asked will ultimately help you sell more efficiently.

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?

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.

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

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: You don't have salespeople. A salesperson’s picture of himself will match his sales. To change his sales, help him compose a new picture.