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fulfillment

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: 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: Who pulls the trigger? Never assume you know who OKs the check being written; it could well be the person at the meeting who sat there like a bump on the log.

The TACTIC: Who pulls the trigger? Never assume you know who OKs the check being written; it could well be the person at the meeting who sat there like a bump on the log.