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Prospecting

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: 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: You don't have to like cold calls, you only have to make them.  Prospecting is a daily activity like breathing—If you don’t breathe, you die.

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: 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.

The TACTIC: Don't commiserate. You are there to manage your own behavior and help your salespeople manage their behavior. Commiseration only leads to misery.

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.

The TACTIC: No money - no sale. Not everyone can afford what you sell. Find out if they can before you waste their time and yours.

The TACTIC: The "Send me some literature" brush-off. “Send me some literature” is the same thing as “I already gave at the office.”