| A |
Money does grow on trees. |
| B |
A prospect that is listening is no prospect at all! |
| T |
The best sales presentation that you give is one the prospect will never see. |
| |
|
| A |
You can perform in your roles only in a manner that is consistent with how you |
| |
see yourself conceptually. |
| B |
Organize your prospect box on your time. |
| T |
When a prospect is neutral, get them moving. |
| |
|
| A |
Selling is a Broadway play put on by a psychiatrist. |
| B |
Work smart, not hard! |
| T |
When you want to know the future, bring it back to the present. |
| |
|
| A |
Worry is interest paid in advance on borrowed trouble. |
| B |
Get an I.O.U. for everthing you do. |
| T |
Express your feelings through third party stories. |
| |
|
| A |
You never have to like cold calls, you just have to make them. |
| B |
Every unsuccessful prospecting call earns compound interest. |
| T |
Leave a lot of unanswered questions. |
| |
|
| A |
If you are only what you were told you could be, you're less that what you can |
| |
be. |
| B |
Your meter's always running! |
| T |
Don't buy back tomorrow the product or service you sold today. |
| |
|
| A |
There is no growth without pain. |
| B |
A professional does what he did as a dummy – on purpose. |
| T |
Never go into a box. |
| |
|
| A |
Never get emotionally involved in a call. |
| B |
On your way to the bank, keep one eye over your shoulder. |
| T |
When prospects are emotionally involved, they never see the reverses. |
| |
|
| A |
0% of your selling comes from your critical parent. |
| B |
When making telephone calls, go for the appointment only. |
| T |
When a prospect is positive, stripline! |
| |
|
| A |
People buy in spite of the hard sell, not because of it. |
| B |
Develop a prospecting awareness. |
| T |
When a prospect is negative, stripline hard! |
| |
|
| A |
Luck is preparation meeting opportunity. |
| B |
Only give a presentation for the kill. |
| T |
When making a joint sales call, only one person speaks. |
| |
|
| A |
Decide what you want, build a plan, and you can bet on the outcome. |
| B |
Sell today, educate tomorrow. |
| T |
Begin all reverses with a softening statement. |
| |
|
| A |
The problem the prospect brings you is never the real problem. |
| B |
You have to learn to fail, to win. |
| T |
A winner has alternatives; a loser puts all of his eggs in one basket. |
| |
|
| A |
There is a difference between who you "I" and what you "R". |
| B |
The bottom line of professional selling is going to the bank. |
| T |
You can't sell anybody anything, they must discover they want it. |
| |
|
| A |
Keep your belly button covered. |
| B |
Product knowledge used at the wrong time can be intimidating. |
| T |
Answer every question with a question. |
| |
|
| B |
The way to get rid of a bomb is to defuse it before it blows. |
| T |
You don't learn how to win by getting a yes, you learn how to win by getting a |
| |
no. |
| |
|
| A |
Leave your child in the car! |
| B |
Don't spill your candy in the lobby! |
| T |
When all else fails, become a consultant. |
| |
|
| A |
No one can enter your castle without your permission. |
| B |
A decision not to make a decision is a decision. |
| T |
When reversing, a prospect will generally redefine his question. |
| |
|
| A |
People buy emotionally, they make decisions intellectually. |
| B |
Don't put seagulls in the prospect's picture. |
| |
|
| A |
Selling is not for getting your needs met. |
| B |
There is no such thing as a good try! |
| T |
When in front of the prospect, you are the home office! |