From pg117:

“Develop a list of 15 to 25 questions that uncover needs, problems, pains, concerns, and objections.”

Examples:
-What do you look for…
-What have you found…
-What has been your experience…
-How have you successfually used…
-What makes you choose…
-What do you like about…
-How do your customers react to…

From pg86:

”...the 21.5 BEST places to network are:

1. Chamber of Commerce business event efter hours…

2. A high level Chamber of Commerce event…”

3. Any Business Journal event…”

From p68:

“Give a free speech.”

From p66:

“Write (good) stuff in journals, newspapers, e-zines, and newsletters.”

From p49:

“Google yourself.”

From p37:

”...go to www.trainone.com, and click on the free demo.”

From The Little Red Book of Selling>

[How to determine “why they buy”]

“1. Call six of your best customers.

2. Invite them to a seminar about how to build THEIR business.

3. Offer GREAT food.

4. Tell them that there are also 15-20 minutes worth of questions you want to ask them about how to strenghten your relationship.

5. Craft six questions about how you meet their needs and what they look for in a vendor/partner.

6. RECORD the session. Video is best, but audio will do. Then listen to the recording 100 times.”