The only reason for making a statement is to set up another question.

Then ask what he does for a living. He’ll tell you and ask you the same question. You tell him briefly, but go right back to showing interest in his business.

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.

A feature is what something is, whereas a benefit is what something does. A feature is a thing; a benefit is the solution to a problem or the fulfillment of a desire.

Systems permit ordinary people to achieve extraordinary results, predictably.

Always give more in use value than what you take in cash value. You cannot give a person more in cash value than you take from them, but you can give them more in use value than the cash value of the thing you take from them.

You should take this step only when you are sure the other person is ready. If you have already won this person over, they will want to network for you. You can come right out and mention to

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

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