   #H3 ,! ,F/ ,/EP ( ,CLOS+3 ,GET 9 !
                 ,DOOR

  ,LE>N+ 6SECURE ! APPO9T;T IS ACTU,Y !
F/ /EP 6CLOS+ ! SALE4 ,"H'S ": Y C USE !
PH"O 6YR BE/ ADVANTAGE4 ,X IS / "O (!
BE/ ME?ODS AVAILA# 6OBTA9 APPO9T;TS IF Y
"K H[ 6USE X PROP]TY4
  ,KEEP "O GOLD5 RULE REG>D+ YR
TELEPH"O4 ,N"E TRY 6SELL YR PRODUCT OR
S]VICE OV] ! PH"O IF A PRES5T,N OR
DEMON/R,N IS NEC4 ,IF A P]SONAL 3TACT IS
REQUIR$1 OR A PRES5T,N IS NEC1 !N ! ONLY
-MIT;T Y M/ GA9 OV] ! PH"O IS !
APPO9T;T4
  ,USU,Y "! IS A 3FLICT E "T Y TRY
6SECURE APPO9T;TS 0PH"O4 ,! 3FLICT IS T
YR PROSPECT WANTS 6AVOID AN APPO9T;T )
Y1 :ILE Y >E TRY+ 6OBTA9 AN APPO9T;T )!
PROSPECT4
  ,A PH"O 6PROSPECTS IS A TOOL 6AVOID AN
APPO9T;T4 ,IF PROSPECTS C P]SUADE Y
6TELL "EY?+ "! IS AB YR (F]+1 PLUS !
PRICE1 T]MS & AVAILABIL;Y ( ITEMS1 !Y W
H A3OMPLI%$ _! GOAL1 : IS 6AVOID A
P]SONAL APPO9T;T ) Y4
  ,A PH"O 6SALESPEOPLE IS A TOOL 6SET &
SECURE APPO9T;TS4 ,IF Y CAT* PROSPECTS'
9T]E/ B DON'T TELL !M "EY?+ "! IS AB YR
(F]+1 S* Z PRICE1 T]MS & AVAILABIL;Y1 !N
Y W PROBABLY A3OMPLI% YR GOAL--SECURE !
APPO9T;T4
  ,9T]E/+ /RU7LE ISN'T X8 ,! PROSPECT IS
TRY+ 6AVOID ! APPO9T;T & Y >E TRY+
6SECURE X4 ,B Y "K ! PROSPECT WANTS
6AVOID AN APPO9T;T1 S Y >E 9 A POSI;N
6PREP>E YR PH"O 3V]S,N 9 ADV.E4
  ,PREP>E 9 ADV.E 0PREP>+ = REJEC;N4
,6SET AN APPO9T;T )! MO/ SU3ESS;L P--^?
:O >E BUSIE/ & H>DE/ 63TACT--Y W H
6OV]COME _! OBJEC;NS4 ,H["E1 _! OBJEC;NS
7Z WE H 4CUSS$7 >E PREDICTA#4 ,!Y >E !
SAME TD Z !Y H BE5 = DECADES4
  ,"H >E "S PREDICTA# OBJEC;NS YR
PROSPECTS W GIVE 6AVOID AN APPO9T;T & "S
RESPONSES 6OV]COME !M4
  --,"T4 ,! NUMB] "O OBJEC;N OR R1SON :Y
NO "O WANTS 6-MIT 6AN APPO9T;T IS "T4 ,!
P Y NE$ 6SEE D N H L>GE BLOCKS ( "T4 ,IF
Y "E TELL "S"O Y NE$ #CJ M9UTES 6"O H\R
Y W N"E GET 9 ! DOOR4
  ,Y OV]COME ! "T OBJEC;N 9 ADV.E1 2F X
IS "E BR"\ UP1 0SELL+ SMALL 9CRE;TS (
"T4 ,SELL M9UTES N H\RS4
  ,:5 ASK+ = AN APPO9T;T1 2 SURE 63VEY Y
W ONLY NE$ A FEW M9UTES4 8,MR4
,PROSPECT1 X W ONLY REQUIRE #AJ M9UTES40
,SU3ESS;L P D N H H\RS 6SP>E1 & IF !Y
?9K _! MO/ GU>D$ ASSET1 "T1 W 2
MONOPOLIZ$1 !Y W AVOID Y4 ,S ! KEY IS
6SELL M9UTES1 N H\RS1 6OV]COME ! "T
OBJEC;N 9 ADV.E4
  --,6AVOID ! APPO9T;T ! PROSPECT W ASK
Y 6DESCRIBE YR (F]+ OV] ! PH"O4 ,REMEMB]
! GOLD5 RULE3 ,N"E TRY 6SELL YR PRODUCT
IF A PRES5T,N OR DEMON/R,N IS 9VOLV$4
  8,MR4 ,PROSPECT1 ,I WD L 6EXPLA9 6Y
OV] ! PH"O :AT'S 9VOLV$1 B ,I H "S?+ ,I
M/ %[ Y4 ,I NE$ J A FEW M9UTES ( YR "T
'''0 !N MAKE ! APPO9T;T1
  --,6AVOID ! APPO9T;T YR PROSPECT W SAY
8,I'LL CALL Y BACK40 ,HOPE;LLY1 Y ALR
R1LIZE 8,I'LL CALL Y BACK0 IS A BRU% (F4
,IF Y DON'T R1LIZE T 8,I'LL CALL Y BACK0
IS1 9 MO/ CASES1 A BRU% (F1 !N ,I'LL %>E
MY P]SONAL DIET PLAN ) Y4 ,! NEXT "T A
PROSPECT SAYS HE W CALL Y BACK1 RESOLVE
6MISS A M1L UNTIL HE DOES CALL BACK4 ,Y
W 2 A LOT ?9N] 0! "T HE GETS BACK ) Y4
,X'S N"E 8 RESPONSIBIL;Y 6CALL Y BACK4
,ALL CALL BACKS & 3TACTS >E 6BE 9ITIAT$
0Y4 ,:5 A PROSPECT SAYS1 8,I'LL CALL Y
BACK10 TAKE 3TROL & SAY1 8,X WD 2 M*
EASI] IF ,I 3TACT$ Y4 ,I'M BUSY & 9 & \
(! (FICE1 VIRTU,Y IMPOSSI# 6R1* '''
,I'LL CALL Y BACK4 ,:5 IS A 3V5I5T "T
6SP1K AG80
  --,6AVOID ! APPO9T;T YR PROSPECT W ASK
Y 6S5D YR 9=M,N 9 ! MAIL4 ,REFUSE 6S5D
YR (F]+ 9 ! MAIL4
  ,T'S ANO!R BRU% (F1 A NICE WAY =!
PROSPECT 6SAY ,I'M N 9T]E/$1 G AWAY4 ,IF
Y >E GO+ 6S5D X 9 ! MAIL1 SAVE YRF !
ANXIETY ( REJEC;N1 /UFF ! 5VELOPE & S5D
X 6YR [N A4RESS4 ,D N DELUDE YRF1 ?9K+ T
MAIL+ 9=M,N & EXPECT+ A CALL BACK IS
PROACTIVE & Y W Y W MAKE A SALE4 ,? IS
:AT Y D SAY3 8,MR4 ,PROSPECT1 ,I'D LOVE
6MAIL ! 9=M,N1 B ,I H "S?+ ,I M/ %[ Y4
,:Y DON'T ,I DROP X 0P]SON,Y80
  ,IF HE IS AT ALL 9T]E/$1 HE W SAY X'S
ALL "R 6DROP X 0P]SON,Y4 ,Y SAY 8,W Y 2
9 ? AFN80 & G = S*$UL+ ! APPO9T;T ) 8,I
ONLY NE$ A FEW M9UTES ( YR "T40
  --,6AVOID ! APPO9T;T YR PROSPECT W
SU7E/ Y CALL BACK4 ,Y H "W$ H>D 6PLACE
YRF 9 T\* )! PRIM>Y DECI.N MAK]4 ,IF HE
IS TRY+ 6AVOID ! APPO9T;T1 HE MAY USE 8
SECRET>Y OR VOICE MAIL 6SCRE5 YR NEXT
CALL4 ,PROSPECT3 ,CALL ME BACK ,MON"D1 &
WE C GET TGR "S "T NEXT WEEK4
  ,SALESP]SON3 ,MR4 ,PROSPECT1 ,I H MY
CAL5D> 9 FRONT ( ME4 ,IS YR CAL5D> H&Y8
7,! PROSPECT IS AT 8 DESK1 ( C\RSE HE
HAS X47 8,GRT1 LET'S SET AN APPO9T;T "R
N[4 ,H[ AB ,W$NES"D1 X W ONLY TAKE A FEW
M9UTES1 WD #AJ OR #AA A4M4 2 3V5I5T80
  ,REC5TLY1 ,I PUR*AS$ A COPI] OR R ,I 0
SOLD A COPI]4 ,L _M PROSPECTS1 ,I 0 TRY+
6%OP 0PH"O 6OBTA9 ALL ! 9=M,N & AVOID !
SALES APPO9T;T4
  ,F/1 ,I CALL$ MY REGUL> SUPPLI]4 ,I _H
3DUCT$ BUSI;S ) HM = YE>S4 ,MY -PANY _H
ALR PUR*AS$ ?REE COPI]S & TWO FAX MA*9ES
=! YE>1 & MY SUPPORT /AFF NORM,Y H&L$ ^!
TRANSAC;NS4 ,B ? COPI] 0 = MY HOME
(FICE1 S ,I DECID$ 6H&LE ! PUR*ASE MYF4
,I CALL$ 6GET ,-PETITIVE BIDS1 "S?+ ,I
_H N D"O 9 YE>S4 ,X 0 AN EASY PROCESS
D1L+ ) MY REGUL> SUPPLI] & ,I _H "EY"O
ELSE FAX ME _! 9=M,N & GIVE ME _! BE/
PRICE OV] ! PH"O4 ,H["E1 "! 0 "O
SALESP]SON :O REFUS$ 6GIVE ME ! 9=M,N &
9SI/$ HE _H "S?+ HE NE$$ 6%[ ME & X WD
ONLY REQUIRE A FEW M9UTES ( MY "T4
  ,NE$.S 6SAY HE RCVD ! ORD]1 & ,I MI<T
ADD N ON ! ISSUE ( PRICE1 B ON S]VICE4
,HE PROV$ 8 S]VICE 9 ADV.E 0J %[+ UP4
  ,DON'T 2 PUT (F )! PREDICTA# OBJEC;NS
6AVOID ! APPO9T;T4 ,KEEP 9 M9D IF Y _C
S*$ULE "S?+ Z SIMPLE Z ! APPO9T;T1 Y _C
-PLETE "S?+ Z MAJOR Z ! SALE4


