Don't hinge your future on vague promises.

The secret selling statement: "Mr. Prospect, I have a problem and I need your help. I keep telling my boss that you've promised to give me a job order and he keeps asking me when I will hear from you."

Too many salespeople spend too much time calling and calling again on the large accounts, hoping to snare volume business which if it ever comes, is many times at a miserably low gross profit. Statistics show that it may take eight contacts to open an account