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The TACTIC: Give pain solutions, not educational solutions.  Pain solutions sell — educational solutions create headaches.

The TACTIC: What you know can hurt you, so dummy up! The most successful salesperson is an educated dummy.

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.

Selling for a living in the twenty-first century requires coming to terms with a dizzying array of interconnected, hard-to-anticipate changes in the areas of technology, marketplace trends, and client agendas. Falling behind in any one of these areas means losing relevance and with it, your competitive edge. Here are three simple things you can to do make sure you stay up-to-date and relevant in the world of your ideal buyer.

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.”

In our book THE SUCCESS CADENCE, Tom Schodorf, Bart Fanelli and I ask these questions: How can leaders scale aggressive sales growth consistently? How can they achieve rapid, dramatic growth in their company? How can they sustain that growth over time? The aggressive, sustainable growth so many company leaders seek, but few can actually point to,…

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