http://www.happyherald.com/palmbeach/articles.sec-8513-1-strategic-selling.html While the customer is rubbing his chin, he is processing your offer. He is thinking through how he can buy your product, how he can pay for it, how he will use it, where he will put it, and so on. When his hand comes down from his chin, his head comes up, and you make eye contact with him, in 99 percent of cases, the decision to buy has been made.]]> One of the most powerful ways for you to increase your sales and your income is to engage in advance planning. The more time you take to think through and plan your sales activities, the more effective you will be and the more sales you will make.]]> "Why don´t we use the Ben Franklin decision-making method on this?"]]> No one can afford it. No one can ever afford the price the first time it comes up. No matter what the price, it usually costs too much, more than the prospect expected to pay. More often than not, this is either because the prospect had no idea going in what it would cost or he has not budgeted for it.]]> There is an important truth in selling: you can never sell to someone you don’t like.  If you don’t genuinely like and care about the prospect and sincerely want to help that prospect]]> When you ask a series of six or more questions to which the prospect says yes, the prospect will thereafter nod and agree with almost anything you say. If you can ask six "yes" questions at the beginning of your presentation, it becomes very hard for a normal person to say no later on.]]> Choosing the product or service to sell is very much like dating or getting married. There has to be the right chemistry, or it won’t work.]]> Incompletion of the sales call can often be caused by poor sales skills. You do not know how to answer objections or to close the sale. When you arrive at that point in the sales presentation, you don't know what to say or how to deal with it. You inadvertently activate the prospect's response: Let me think it over.]]> Make a decision to earn the reputation as the hardestworking person in your company. Don%uFFFDt tell anyone about your decision. Just make sure that, when anyone looks at you, you are working full blast. You don%uFFFDt take breaks or waste time. As far as you%uFFFDre concerned, this is not playtime.]]> here is an old proverb that says, "The perfect is the enemy of the good." Salespeople who are nervous about calling on new people oftentimes insist upon having everything perfectly in order ]]>