Guerrilla Marketing

by Bill Gallagher Ph. D.

1. Listen to your customers actively, be really interested, no, be fascinated! Sit on the edge of your chair, literally.
2. Wait to give your presentation. As Sandler, says, "Don't spill your candy in the lobby," and don't tell the good news on page one.
3. Be a "sales doctor." Be sure that you've thoroughly explored exactly how your customers want to look and feel by using your product. Then support them in their conclusions.
4. Ask for a "ballpark" budget figure, a range, "off the record," "in round numbers," and then refine it.
5. Give your sales presentations only to those who can make buying decisions.
6. As a salesperson, be friendly, but don't make friends.
7. Assume that prospects know nothing about you, your products, or your organization and don't tell until they ask.
8. Everyone's a "Number One." Let all know that you know.
9. Everyone knows when they're being controlled or manipulated and we all resist it. Don't do it. By letting your customers feel more "in control" you'll actually be more in control.
10. Nab and capture many more sales with the winning 6-Step NaB & CaPTuRe Sales Track!