Book Titles

’Do you have your appointment calendar handy?’ This is a killer sales question because it leads to that previous appointment over 90 percent of the time.

…don’t drink coffee on the place, or in the car, or on the way to a sales call. A spill can kill.

Rainmakers do nothing that might decrease the odds of making the sale.

One way or another, the customer will make a decision. If the solution benefits her – as it must – she will buy.

Rainmakers always probe for objections. Rainmakers love objections… because they understand the brilliant subtlety of turning objections into objectives.

By the time you are halfway through your current job you should know how else you can help your customer. When you are in the middle of a job, begin selling the next one.

…the agreement to see you is a setting of the table to do business. Rainmakers understand this reality, and it gives them the bedrock confidence to make the sale.

…always show up. Never blow off a sales call. Never be late.

If you don’t have a proper diagnosis, you won’t have the correct prescription. Asking too few questions is asking to fail…

Customers love questions. Customers love to talk. Customers feel more secure with the salesperson who asks questions and listens and takes notes.