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1. For the first few minutes of ANY sales interaction: Don't talk about yourself, products, or services.

==> Remember: Nobody cares how great you are until they understand how great you think they are. Resist the temptation to throw out any "pitches" about your product or service (At this point, what could you possibly talk about? You have no idea if you can help them).

2. Sell with questions, not answers.

==> Forget about trying to "sell" your product or service and focus instead on why your prospect wants to buy. To do this, you need to get fascinated with your prospect; you need to ask questions with no hidden agenda or ulterior motives.

3. Pretend you're on a first date with your prospect.

==> Get curious about your prospect. Ask about the other products or services they're already using. Are they happy? Is it too expensive, not reliable enough? Find out what they really want. If not from you, then perhaps from someone you could recommend.

4. Speak to your prospect like you speak to your family or friends.

==> This isn't the time to switch into the "sales mode" with ham-handed persuasion clichés and tag lines. Speak normally, like you do when you're around your friends and loved ones.

5. Pay close attention to what your prospect isn't saying.

==> Is your prospect rushed? Does he or she seem agitated or upset? If so, ask: "Is this a good time to talk? If it's not, perhaps we can meet another day." Most sales people are so concerned with what they're going to say next that they forget that there's another human being involved in the conversation.

6. If you're asked a question, answer it briefly and then move on.

==> Remember: this isn't about you; it's about whether you're right for them.

7. Only after you've correctly assessed the needs of your prospect (meaning: you've gotten over to their side of the world) do you mention anything about what you're offering.

==> I knew a guy who pitched a mannequin (I'm not kidding)! He was so stuck in his own automated, habitual mode; he never bothered to notice that his prospect wasn't breathing. Don't get caught in this trap. Know whom you're speaking with before figuring out what it is you want to say.

8. Refrain from delivering the three-hour product seminar.

==> Don't ramble on and on about things that have no bearing on anything your prospect has said. Pick a handful of things you think could help with your prospect's particular situation and tell him about it. (And if possible, reiterate the benefits in his own words, not yours).

9. Ask the prospect if there are any barriers to them taking the next logical step?

==> After having gone through the first eight steps, you should have a good understanding of your prospects needs in relation to your product or service. Knowing this, and having established a mutual feeling of trust and rapport, you are now ready to bridge the gap between your prospect's needs and what it is you're offering. You're now ready to...

10. Invite your prospect to take some kind of action.

==> This obliterates the need for any "closing techniques" because the ball is placed on the prospect's court. A "sales close" keeps the ball in your court and all the focus on you: the salesperson. You don't want the focus on you. You don't want the prospect to be reminded that he or she is dealing with a "salesperson." You're not a "salesperson," you're a human being offering a particular product or service.