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prospects

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

The TACTIC: When setting appointments, always get invited in. NO BEGGING!  Beggars do make some money. Non-beggars make more money. Which would you rather be?

The TACTIC: It's not the good old days anymore. How you prospect depends on your customer’s “time to buy again” cycle. Know it. Work with it. Be successful. Ignore it, fail.

The TACTIC:  Work the referral factory.  Telling someone “thank you” is not only civilized, it just might make you some more money.

The TACTIC:  New contact? It's a new prospect.  A new prospect/contact may buy more than the previous contact. Find the new pain.