The TACTIC: Buyers buy from themselves. Why not make it comfortable for your prospects to be with you? Enable them to have a really good conversation and thus you’ll be thought of as someone who really deserves the order.
The TACTIC: Define prospecting – then do it! Most of us are absolutely convinced that everything we say is crystal clear and that no one could ever misunderstand a single world—now did you read that as “word” or “world?”
The TACTIC: Is there a problem? Did we fix it? If you don’t solve both customer repair problems, the actual and emotional, there are tons of other salespeople ready to do the job and take your commission.