#43
Sales Magic: Turning a No-Show into a Sale.
Stood up? How many times have you made an appointment with a customer or prospect only to arrive and be told that he or she is not available, or had something else come up? Rats. People miss meetings with salespeople for all sorts of reasons. To understand why, you must understand the prospect and his business. Do you? Maybe: …
SCAMPER
SCAMPER is a checklist of idea-spurring questions. Some of the questions were first suggested by Alex Osborn, a pioneer teacher of creativity. They were later arranged by Bob Eberle into this mnemonic.