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Sales Process

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.

The TACTIC: Don't poke the corpse.  The sooner you recognize the sale is not going to happen, the sooner you can move on to one that will.

The TACTIC: Don't paint seagulls in your prospect's picture.  The prospect is the one who will use the product, not you — do not presume you know better.

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.

In his book Blink, author Malcolm Gladwell contends that people make their best and most accurate decisions in the first two seconds of facing a situation—in other words, in the blink of an eye. It seems inherently suspect, though, this notion that people can make correct decisions quickly. Is it? You were probably taught from an early age that haste makes waste; don’t judge a book by its cover; and look before you leap.

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.