Rule #1: Sales Engagements Can Be Short and Successful!

There's no need for a sales engagement to go on endlessly. If you do your homework up front, you can chart out both the course and the duration of the engagement with the prospect. Then, if you go off course, both you and the prospect will know it. You'll be able to correct more quickly or immediately disqualify the prospect.

Rule #2: "No" Is An Acceptable Answer

It's okay for a prospect to say no. In fact, it's great when the prospect says no!

Would you rather hear "no" and be empowered to deal with it or hear "mumble mumble" and not have any idea of your status?

Use the techniques in High Probability Selling by Jacque Werth to uncover that lurking "no." Buy the book on Amazon and read it over the weekend. You'll be disqualifying low probability prospects by Monday and generating more time for high quality sales engagements!

Rule #3: Work with Prospects Who Have Real Business Problems

The people who can only say "no" will put that off as long as possible. This way they retain control over you. Once they do say no, you're gone.

Work with the people who can say "yes" -- people who have real business problems to solve. They'll want to get to yes as quickly as you do and they're equally motivated to get there, perhaps even more so.

Join Us and Accelerate Your Sales!

We host the weekly Sales Acceleration^TM teleconference every Friday at 12 PM (eastern time). Each teleconference offers 30 minutes of focused discussion and interaction on a key sales practice, issue or challenge, and is currently free for both Acelera Group clients and prospects.

This week we'll talk about how to grow your business through networking. To participate, please click here. If you've registered for a previous teleconference, there's no need to re-register. You'll get a reminder email on Friday morning prior to the teleconference.

Thanks for reading!