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Exercises

Practice Your Tactics

  • Videotape an interaction between you and someone close to you (a friend, spouse, or coworker). Make sure your conversation is at least five minutes long; the longer you chat, the longer you have to forget the tape is rolling. As you review the tape, note your body language.
  • Create a list of qualities that set your product or service apart from the competition. Create a list of qualities that set you apart from the competition.
  • Put together a list of 10 questions to prequalify a potential High-Return Relationship.
  • Pinpoint three ways the Affordable Care Act affects your sales process. Incorporate your findings into your value proposition(s).
  • Create a Celebration Planner. Brainstorm a variety of ways to acknowledge the achievement of your short- and long-term goals. Do this for each client.
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