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The TACTIC: Traffic cops keep it moving - you should, too. If you are not focused on keeping the customers you have and gaining more, then you will never succeed in sales to the level you thought possible.

The TACTIC: Warm referrals from cold calls. Getting warm referrals from cold calls is as simple to do as asking for them — “If you were me, whom would you call?”

The TACTIC: When selling, go for the top.  Asking for the appointment is no more difficult then stating, “Get our your calendar.”

The TACTIC: When selling, go for the top. If your boss tells you to pay attention to what this salesperson is selling, you probably will. If someone two levels down tells you to pay attention to what this salesperson is selling, you’ll probably get around to it eventually. If you are the salesperson in question, which situation is better for you?

The TACTIC: Prospects who talk buy.

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: 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.