Your benefit statement should be a short, succinct, descriptive sentence, no more than seven seconds in length. It should describe what you do and how it will benefit the person using your services.

After patiently listening to this salesperson’s eloquent description of the impressive list of features, the woman asked meekly, “But will it keep an old lady warm at night?” That’s the difference between features and benefits.

half right. You do have to ask. Where they missed the boat is this: You have to do more than just ask. You must ask in a way that elicits that person to be able to come up with quality names.

After the introduction, invest 99.9 percent of the conversation asking the other person questions about himself and his business. Do not talk about yourself and your business.

All things being equal, people will do business with, and refer business to, those people they know, like, and trust.

A good benefit statement often begins with something like, “I show people how to…” or “I help people to.…” It’s generally not a good idea to begin sentences with the word “I,” but in this case we almost have to. If you come up with another beginning that works as well for you, by all means, use it.

If you are networking correctly, the other person will never notice you are networking.

Networking is the cultivating of mutually beneficial, give-and-take, win-win relationships.

In sales, the person who asks the questions controls the conversation.