1.

Belief in both yourself and your product / office:

You must believe you have the ability to turn that "no" into a "yes." There

should be no doubt in your mind that eventually the customer will say "yes"

because of who you are, what you have, and what you can do to solve his or her

problem. Passion and enthusiasm are contagious, in fact very contagious-and

they'll give you positive direction and momentum.

Always remember that you

are not providing a product or a service but a benefit. And until you really

sold yourself to your own product or service, it will be tough for you to sell

it to your clients.



2. List out the value you

bring to the customer:

Make sure you understand your product or service, the customer's environment and

challenges, as well as your customer's customer. This depth of knowledge allows

you to truly understand the value of this opportunity for the customer. That

value is then communicated through your physical energy, your voice, and the way

you tie your idea back to the customer's goals and needs. The confidence you

bring to the table will help the customer feel comfortable, get past his doubts,

and go straight for the "yes."



3. Unique selling point that

make you different:

Why would a customer do business with you over somebody else? You have to

differentiate yourself to the customer in at least three key ways. But it's not

enough to be different; you must also let the customer know why your solutions

are so unique and how they align with his business goals. If you know what makes

the customer tick, or what his key needs are, the customer will better

understand the value of your uniqueness and how it will help his company. "No"

is a comfortable answer for the customer. To get past that "no," find a new

approach.



4. Persistence is the name

of the game: When

you believe in yourself, when you focus on the value you bring to customers, and

when you have a strong differentiating factor, then persistence and tenacity

come naturally. Next time a customer says "Thanks, but we're all set," or

"Sorry, it's not in our budget right now," you can reply with "Share 10 minutes

with me. If I don't show you something of tremendous value in that time, I'll

never call you again."

Selling is a number game.

Just persist and practice.