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Sales Tactic #10: No Mutual Mystification!
The STORY: Bob finished the presentation, turned off the ...

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Sales Tactic #9: Have Prospects Close Themselves
The STORY: Nick was climbing the wall because he could not ...

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Sales Tactic #8: Statements are NOT questions. Don't answer them.
The STORY: After making the best possible presentation and ...

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Sales Tactic #7: Answer every question with a question, but soften it.
The STORY: The appointment with the prospect that Tim spent ...

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Sales Tactic #6: There's no such thing as a salesperson handling stalls and objections.
The STORY: I think of my first sales training course. A week ...

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Sales Tactic #5: Knowing when to TAKE IT AWAY.
The STORY: “I really can’t say that what you’ve shown me, ...

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Sales Tactic #4: When Setting Appointments, Always Get Invited In. No Begging!
The STORY: Tim was convinced that if only he could somehow ...

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Sales Tactic #3: Don't Spill Your Candy In The Lobby
The STORY: Bob was preparing for his first appointment with ...

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Sales Tactic #2: Prospects Should Never Be Rescued
One of the distinguishing characteristics of top performers ...

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