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text[number++] = "<b>Key Tip #1 - Take Immediate Action</b>: Don't overanalyze a situation. Act Immediately. When in doubt, do something that moves the relationship forward."

text[number++] = "<b>Key Tip #2 - Take Quiet Time to Think</b>: By spending quiet time with yourself every week (at least), you'll be in a better position to do more of that which does work, and stop doing that which doesn't."

text[number++] = "<b>Key Tip #3 - Seize Opportunities</b>: Superior sales people identify opportunities quickly and effectively, and then they use all their resources to turn potential success into sales dollars."

text[number++] = "<b>Key Tip #4 - Be Punctual</b>: A sales person must be punctual. Period. When a prospect blocks out time to meet with you, you have to move heaven and earth to make the meeting happen at the time you've committed to." 

text[number++] = "<b>Key Tip #5 - Return Calls Within 24 Hours</b>: Make no mistake: returning calls courteously and promptly is probably the single best way to distinguish yourself from the competition in this fast-paced economy of ours."

text[number++] = "<b>Key Tip #6 - See Everyone at Least Once</b>: Every person knows at least 250 other people. At the very least, agreeing to first time meetings, whether they're with prospects, competitors, or salespeople, puts you in touch with a new network of people."

text[number++] = "<b>Key Tip #7 - Know When to Retreat</b>: Think in the long term and remember that 'retreat' does not mean 'defeat'. When it's time to retreat, pick up the phone and start prospecting so you can build a business relationship with someone new."

text[number++] = "<b>Key Tip #8 - Know When to Ask for Help</b>: Successful salespeople understand the need to ask for help. Salespeople who know how to say, 'Help me out here' -- to customers, prospects, or their own superiors -- are usually among the very top performers in their organization."

text[number++] = "<b>Key Tip #9 - Know How to Develop Interdependent Relationships</b>: There are a million things you can do by yourself, but there is really nothing about success in sales that can be traced to anything you do by yourself. The better you work with and interact with other people, the more successful you are likely to be."

text[number++] = "<b>Key Tip #10 - Know When Not to be Dependent</b>: You can't expect anyone else to manage your sales career for you. You have to do it yourself, one day at a time. No one other than you can assume responsibility for building and maintaining relationships with your prospects and customers."

text[number++] = "<b>Key Tip #11 - Consider Yourself to be a Messenger of Change</b>: A sales person's job is to help customers do what they do better. In order to help them do it better you actually have to become a messenger of positive change. Successful sales people are prepared to do that, day in and day out."

text[number++] = "<b>Key Tip #12 - Evaluate Effectively</b>: Superior salespeople know when they add value to someone's day and when they don't. They don't worry about things they can't control. They simply make the best evaluations they can, and then act accordingly."

text[number++] = "<b>Key Tip #13 - Observe</b>: Superior salespeople are superior observers. There's always an opportunity for new business if you are observant enough to look for it. Ceaselessly ask yourself, 'What's new about this situation?' 'What can I use to my advantage that I have never seen before?'"

text[number++] = "<b>Key Tip #14 - Ask the Right Questions</b>: Salespeople who admit that they don't have all the answers ask lots of questions about the past, the present, and the future -- in addition to appropriate how and why questions -- and they are likely to be highly successful."

text[number++] = "<b>Key Tip #15 - Always Try to Move the Sale to the Next Step</b>: Successful salespeople move the sales process forward, and they typically do this by closing each meeting with a request for a specific appointment for the next meeting."

text[number++] = "<b>Key Tip #16 - Understand the Underlying Purposes of the Stories You Hear</b>: All of us communicate in stories. When somebody tells you a story, that person is actually telling you the reason he or she is doing something. Successful salespeople know how to determine the underlying motives and objectives that drive the stories prospects share with them."

text[number++] = "<b>Key Tip #17 - Follow Through</b>: Follow through is crucial to your success. It means setting high expectations with your prospect on every single visit and call, and then living up to those expectations time after time after time."

text[number++] = "<b>Key Tip #18 - Develop Disciplined, Flexible Planning Skills</b>: Successful salespeople develop a work routine and a work ethic that allows them to execute the things they need to do each and every day."

text[number++] = "<b>Key Tip #19 - Look at the Lights of Two Cars Ahead</b>: The successful salesperson stays informed and constantly updates his or her anticipated sales dialogues and materials based on what they have learned. The successful salesperson doesn't wait for change to happen, but rather anticipates change and makes a habit of looking two cars ahead."

text[number++] = "<b>Key Tip #20 - Ask, 'Does this Make Sense?'</b>: Be ready, willing, and able to ask some variation of 'Does this make sense?' throughout the sales cycle. Then carefully record the answers you receive. This will help you monitor where the sale is going before there are problems."

text[number++] = "<b>Key Tip #21 - Put the Prospect's Interests First</b>: You have to have an underlying belief and sincerity in what you are saying in order to be successful. Until you establish a personal relationship, your prospects only care about their own interests. Put the prospect's interests first. You'll never regret doing so."

text[number++] = "<b>Key Tip #22 - Work with Prospects and Customers to Develop New Applications</b>: Successful salespeople work with their prospects and customers to develop creative new answers to the questions 'What do you do?' and 'How can we help you do it better?'"

text[number++] = "<b>Key Tip #23 - Use Fallbacks</b>: Too many salespeople assume that a prospect who says no (or doesn't say anything) has dropped off the radar screen forever. It's not true! Successful salespeople revisit their fallback prospects on a regular basis -- a schedule that makes sense based on the industry they work in and the customers they serve."

text[number++] = "<b>Key Tip #24 - Prospect Effectively</b>: Prospect every day -- and keep an eye on your numbers. Develop a set of targets that make sense for your industry and your income goals and then commit to the front end of your sales cycle by making the calls you need to make, day after day, no matter what."

text[number++] = "<b>Key Tip #25 - Keep the Closing Phase Simple</b>: Closing is the natural outcome of an extended process during which you listen to what the prospect has to say and propose creative, customized ways he or she can begin to use what you have to offer."

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