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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.

The TACTIC: Never go into a box.  Going into a box is a waste of time for both the salesperson and the prospect.

The TACTIC: No mind reading. You can’t know what a prospect means unless you ask him what he means.

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: People do not buy features and benefits, they buy ways to avoid or overcome pain. People in pain resent people who cannot take the pain away. You sell pain relief.