Most sales professionals tend to rely on just a few basic strategies. Actually, there are a range of proven techniques that can boost their business: the trick is knowing how and when to use them. This book contains fifteen powerful, effective tools for use in prospecting, educating the client, and closing. From a ‘next-step’ mechanism for identifying the best move to make, to the ‘BuyThink’ process used to help get the buyer involved, the book shows readers how to: * be prepared * get buyers to call them back * ask the right questions quickly to open the door to larger sales * use all their skills, not just the ones they think they’re good at * talk effectively to the real decision-makers * and much more.