Notes from Got Sales by

Mon, 26 Nov 2007 18:07:26 GMT

1. Talk to people who are in a position to spend money.
2. 90/10/90 Rule - When selling, prospect should do 90% of the selling. Only speak to ask questions or answer prospect's questions.
"Is that an approach that would make sense for you?"
"Is that something that would work for the organizational structure you have now?"
3. Talk about them. Don't talk about your company or products. Use You more and I or We or Me less.

OYAMI

Notes from Got Sales by