Product features have value only if they solve a prospects problem. ping.fm/nOqdj

Overcoming objections is like playing whack-a-mole. Knock one down & another pops up. Learn to eliminate or avoid them. bit.ly/kM5wM9

Strong salespeople command the prospects attention. ping.fm/eTqLE

If the proposal is not focused on you, he is probably focused on the competition & needs your bid for this “process”. bit.ly/kM5wM9

Pain without urgency is not a compelling reason to buy. Urgency is pain with a time component. ping.fm/bSh3u

Most people would rather give an introduction than a referral. Find out why. ping.fm/YyLll

Referrals succeed on out of 8 times and introductions succeed 1 out of 2 yet are easier to get. ping.fm/9BfGL

The only people who have to prove how good they are, are people who are not sure how good they are. ping.fm/pgXV9

It may not be ok to talk about money matters in a social gathering but it is imperative on a sales call. ping.fm/N7vFf

Buyer’s motivation is time dependant variables not a universal constant like the value of π (3.14159…) ping.fm/bpIT3