Skip to main content

The TACTIC: No mind reading. You can’t know what a prospect means unless you ask him what he means.

The TACTIC: You don't have to like cold calls, you only have to make them.  Prospecting is a daily activity like breathing—If you don’t breathe, you die.

The TACTIC: When a prospect is negative, strip line hard!  Negative prospects have been created by salespeople who don’t know how to handle prospect pain.

The TACTIC: Get up to leave, then make the sale.  “Leaving” the prospect makes the prospect want to come to a decision.

The TACTIC: Deal with "buyer's remorse" while you're still in front of your prospect. Dealing with buyer’s remorse before you make the sale will result in a customer who will be happy to buy more products and services from you.

The TACTIC: Your client is my prospect.  Customers do not pledge undying loyalty to you. Either you sell your customers every day or watch them walk away, because every day someone else is wooing them.

The TACTIC: What would you like me to do now? The goal of every salesperson should be to place the responsibility of closing the sale on the prospect.

The TACTIC: Only give a presentation to confirm an order.  Unless you establish a contract up-front, the prospect has no reason to buy from you, regardless of your price, your quality or any other reason. And if the prospect does buy anyway, you were just lucky.

The TACTIC: Give pain solutions, not educational solutions.  Pain solutions sell — educational solutions create headaches.

The TACTIC: What you know can hurt you, so dummy up! The most successful salesperson is an educated dummy.