Get The Fundamentals Right

Sell The Best

Ride The Wave

Know Your Market

Be Honest

Write Down Your Goals

Be Specific

Monitor Your Progress Against Your Goals Regularly

Pin Them Up In Front Of You

Winning Really Matters

Keep Good Records

Bigger Is Better!

It's Your Time - Don't Waste It

Qualify The Prospect

Solution

Competition

Only Me

Timescale

Size

Money

Authority

Need

Use SCOTSMAN To Analyze Your Prospects

Take Action

Handling Meetings

All Meetings Must Have An Objective

It's Not What You Do That Matters, It's What They Do

Call High And Wide

You Can't Have Too Much Of A Good Thing

Don't Present The Solution Until You Know The Problem

Use What You Find Out

Tell Them 3 Times

Ask Them To Reiterate Benefits

Be Memorable

Always Ask For Referrals

Be Punctual

Rehearse Your Recommender

Be Interesting By Being Interested!

Be Unselfish

It's Not An Objection!

Is This A Deal Breaker Or Just An Attempt To Get A Discount?

Don't Make Claims, Quote Evidence!

Benefits, Not Features

We Buy What We Want, Not What We Need

Feature Comparisons Cancel Out

What Is Your USP?

Prospecting Is A Process, Not A Problem

The Deadly Spiral

'The Harder I Work The Luckier I Get'

Draw Up Your Plan

Optimize Everything That You Do

Find A Niche

And Dominate It

Build Multiple Niches

3 Ways To Grow Your Sales

Don't Neglect Your Existing Customers

Visit Your Customers Regularly

Plan Their Budget For Them

Look For New Opportunities

Know Your Products

It's Okay Not To Know - Just Not Very Often!

Know What Matters To Your Prospect

Don't Knock Your Competitors

Treat Them As They Want To Be Treated

The Three Different Modes Of Thinking

The Visual

The Aural

The Kinesthetic

Create Empathy

Use Body Language - Carefully!

Ask Open Questions At The Beginning

Silence Is Golden

And Closed Ones At The End

Ask For The Order

The Magic Word ' Because '

Ask As Early As Possible!

Trade Commitments

Be Calm And Confident When Closing

Lower The Risk... Or Better Yet Remove It!

Earn A Great Reputation... And Maintain It

You Can't Win An Argument With A Customer

Use Non-Threatening Language

Use Your Resources (Wisely)

Use Your Local Library

Use The Internet

Use Technology

Use Your Manager

Use Your Colleagues

Look For Outstanding Success In Your Own Company

Run A Seminar

Find A Strong Topic

Use Good Speakers

Mailshot The Target Audience

Follow Up The Mailshot And Get Commitments

Don't Push The Sales Message

Give Them Something To Remember

Use Refreshment Breaks

Review The Seminar Afterwards

Write To All Attendees

Go The Extra Mile

And Finally..... Don't Just Read This Booklet, Use It!