Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

How to Interact, Persuade, and Sell Effectively with Each Quadrant

Here is some advice on ways to deal with people who fall into these quadrants:

D: Get It Done

• Be clear, specific, brief, and to the point.

• Stick to business.

• Focus on the logic and practicality of ideas and approaches.

• Present the facts concisely.

• Ask specific—preferably “what”—questions; avoid “and” questions.

• Talk about the probability of success or the effectiveness of options.

• Agree or disagree with the facts and results, not with the person.

• After talking business, depart graciously.

• Don’t ramble, waste time, or ask useless questions.

• Don’t try to build a personal relationship.

• Don’t direct or order.

• Don’t leave loopholes or cloudy issues.

• Don’t ...