CTOC]Strategy #1 Be Obsessed
[CTOC]Strategy #2 Listen
[CTOC]Strategy #3 Empathize
[CTOC]Strategy #4 Don't See the Prospect as an Adversary
[CTOC]Strategy #5 Don't Get Distracted
[CTOC]Strategy #6 Take Notes
[CTOC]Strategy #7 Follow Up
[CTOC]Strategy #8 Keep in Contact with Past Clients
[CTOC]Strategy #9 Plan the Day Efficiently
[CTOC]Strategy #10 Look Your Best
[CTOC]Strategy #11 Keep Sales Tools Organized
[CTOC]Strategy #12 Take the Prospect's Point of View
[CTOC]Strategy #13 Take Pride in Your Work
[CTOC]Strategy #14 Beware of Trying Too Hard to "Convince"
[CTOC]Strategy #15 Never Underestimate the Prospect's Intelligence
[CTOC]Strategy #16 Keep Up to Date
[CTOC]Strategy #17 Know the Four Steps of a Sale
[CTOC]Strategy #18 Use People Proof
[CTOC]Strategy #19 Act Like an Equal--Because You Are One
[CTOC]Strategy #20 Don't Get Fooled by "Sure Things"
[CTOC]Strategy #21 Don't Take Rejection Personally
[CTOC]Strategy #22 Understand the Importance of Prospecting
[CTOC]Strategy #23 Never Focus on the Negatives
[CTOC]Strategy #24 Get Competitive
[CTOC]Strategy #25 Communicate That You Are a Person to Be Trusted
[CTOC]Strategy #26 Take the Lead
[CTOC]Strategy #27 Engage the Prospect
[CTOC]Strategy #28 Know Why Your Company's No. 1 Account Bought From You
[CTOC]Strategy #29 Handle the Leads That "Fall into Your Lap" with Care
[CTOC]Strategy #30 Know How to Make Your Product or Service Fit Someplace Else
[CTOC]Strategy #31 Pretend That You Are a Consultant--Because You Are
[CTOC]Strategy #32 Ask for the Next Appointment While You Are on the First Visit
[CTOC]Strategy #33 Create a New Plan with Each New Prospect
[CTOC]Strategy #34 Ask for Referrals
[CTOC]Strategy #35 Show Enthusiasm
[CTOC]Strategy #36 Give Yourself Appropriate Credit
[CTOC]Strategy #37 Tell the Truth (It's Easier to Remember)
[CTOC]Strategy #38 Sell Yourself on Yourself--Get Motivated!
[CTOC]Strategy #39 Start Early
[CTOC]Strategy #40 Read Industry Publications (Yours and Your Clients')
[CTOC]Strategy #41 Give Speeches to Business and Civic Groups
[CTOC]Strategy #42 Pass Along Opportunities When Appropriate
[CTOC]Strategy #43 Take Responsibility for Presentations That Go Haywire
[CTOC]Strategy #44 Control the Flow
[CTOC]Strategy #45 Build Leadership Skills
[CTOC]Strategy #46 Prepare for the Objections You'll Hear
[CTOC]Strategy #47 Discover What People Are Communicating Through Their Stories
[CTOC]Strategy #48 Look Honestly at Your Job and Yourself
[CTOC]Strategy #49 Tell Everyone You Meet Who You Work for and What You Sell
[CTOC]Strategy #50 Keep Your Sense of Humor
[CTOC]Strategy #51 Beware of Bad Advice on the Internet
[CTOC]Strategy #52 Use Company Events to Move the Relationship Forward
[CTOC]Strategy #53 Follow the "Yes"
[CTOC]Strategy #54 Know When to Say "I Didn't Anticipate That"
[CTOC]Strategy #55 Beware of "Casual Friday"
[CTOC]Strategy #56 Ask Key Questions about Your Best Accounts
[CTOC]Strategy #57 Find Out What's Changed
[CTOC]Strategy #58 Use E-mail Intelligently
[CTOC]Strategy #59 When in Doubt, Ask for the Appointment
[CTOC]Strategy #60 Raise Tough Issues Yourself
[CTOC]Strategy #61 Use an Effective Strategy for Getting Return Phone Calls
[CTOC]Strategy #62 Don't Bring Everything!
[CTOC]Strategy #63 Don't "Product Dump"
[CTOC]Strategy #64 Move Beyond "Slapshot" Selling
[CTOC]Strategy #65 Master PIPA--and Learn the Art of Conducting a Great First Meeting
[CTOC]Strategy #66 Review Your Most Important Questions Before the Meeting
[CTOC]Strategy #67 Don't Present Too Early
[CTOC]Strategy #68 Verify Your Information
[CTOC]Strategy #69 Ask Yourself the Right Questions
[CTOC]Strategy #70 Prepare for the Meeting Properly
[CTOC]Strategy #71 Work Your Way up the Ladder
[CTOC]Strategy #72 Get Real--Strategize Two Weeks in Advance
[CTOC]Strategy #73 Don't Get Distracted by "Yes" Answers
[CTOC]Strategy #74 Never Walk Away Without Asking for Some Kind of Action
[CTOC]Strategy #75 Never Make a Presentation You Don't Think Will Close
[CTOC]Strategy #76 Always Have a Backup Plan
[CTOC]Strategy #77 Never Kid Yourself
[CTOC]Strategy #78 Take Immediate Action
[CTOC]Strategy #79 Take Quiet Time to Think
[CTOC]Strategy #80 Seize Opportunities
[CTOC]Strategy #81 Be Punctual
[CTOC]Strategy #82 Return Calls Within Twenty-Four Hours
[CTOC]Strategy #83 See Everyone at Least Once
[CTOC]Strategy #84 Know When to Retreat
[CTOC]Strategy #85 Know How to Develop Interdependent Relationships
[CTOC]Strategy #86 Know When Not to Be Dependent
[CTOC]Strategy #87 Consider Yourself to Be a Messenger of Change
[CTOC]Strategy #88 Prioritize, Don't Apologize
[CTOC]Strategy #89 Notice What's Around You
[CTOC]Strategy #90 Ask about the Cow
[CTOC]Strategy #91 Always Try to Move the Sale to the Next Step
[CTOC]Strategy #92 Replenish Your Prospect Base Intelligently
[CTOC]Strategy #93 Look at the Lights of Two Cars Ahead
[CTOC]Strategy #94 Ask "Does This Make Sense?"
[CTOC]Strategy #95 Put the Prospect's Interests First
[CTOC]Strategy #96 Prospect Effectively
[CTOC]Strategy #97 Follow the Nine Principles of Cold Calling
[CTOC]Strategy #98 Use Fallbacks
[CTOC]Strategy #99 Know Your Ratios
[CTOC]Strategy #100 Don't Try to Close
[CTOC]Strategy #101 Start Making Sense