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The TACTIC: No mutual mystification!  If you think you know what someone said, you don’t know until you ask him.

The TACTIC: Answer every question with a question, but soften it first.  You cannot read minds. Unless you reverse the question, you have absolutely no idea why it is being asked. Knowing why the question was asked will ultimately help you sell more efficiently.

The TACTIC: There's no such thing as a salesperson handling stalls and objections. There's only one person qualified to do that, and that's the prospect. Eliminating objections is less time-consuming than overcoming objections. Eliminating them gives you more selling time.

The TACTIC: Knowing when to TAKE IT AWAY.  Take it away ONLY if you are prepared to walk out the door. Once you take it away, wait for a response regardless of how long it takes.

The TACTIC: Don't spill your candy in the lobby. Every salesperson knows that “send me some literature” is a brush-off. Yet most salespeople send the literature anyway. Why? If the prospect doesn’t have the time for you, he will NOT have time for your literature.

The TACTIC: Prospects should never be rescued. Remember, prospects who buy will always rescue themselves without any help from you. Your job is to make sales. You were not hired to be a lifeguard.