... for them. Then askyour top performers to act as mentors to your salesteam.6. When business shrinks, salespeople get con-fused about your expectations. Why? In toughtimes salespeople worry ... 135 – 137 professional, 9–11, 21– 23, 49–51profit improvement, 62– 63 triangle of sales success, 41– 43 and wisdom, 19Zeitgeist awareness, 101–1 03 LLaMantia, Charles, 30 Language power, 135 – 137 Larsen, ... product isMASTERING THE ESSENTIALS OF SALES204REMINDERIf you don’t askquestions that lead you to the customer’s needs, you won’t be needed byyour customer or your company.This page intentionally...