Qualify Your Prospect - Maximizing your time is important, so the faster you can determine if you've got a potential customer the better. Work smarter and not harder by determining who the "Decision Maker" is, do you have a good rapport with him/her, is their a problem you can solve or do they know there's a problem? You may have the greatest hammer in the world, but if all this prospect uses is screws - you can't sell your product.
Gain Trust - Price and product benefits are obvious buying factors, but less obvious ones are intuition, impressions, and rapport. Prospects are just as likely to buy for emotional reasons as practical ones, so you need to show them you are most like them, you're sincere, you keep your word, and are honest. If you say you'll see them on Tuesday, make sure you keep your word and are there. Don't make a promise you know you can't keep.
Define Your Position - Your product or service provides your customer with a specific benefit or group of benefits. Make sure it isn't the same as your competition. Why does your company stand out? Let them know the difference.
LISTEN! - Most salespeople are guilty of "overselling", and often miss the sentence from the prospect that says, "You're right. We'll take it." Know how to identify buying signs. A buying sign will help you to close the sale at the right moment. Listen to your prospect as he answers open-ended questions, and even listen to his tone and inflections of speech. Uncover the problem, and then provide the solution and stop talking.
Stay Focused - Too many small business owners spend all their time putting out fires instead of making sales. Spend at least 60% of your time trying to produce revenue.
Polish Your Presentation - Practice your pitch. You've spent a lot of money perfecting your product or service, take the time to develop a comfortable, confident, effective presentation.
Do Your Homework - Research your prospects so that you can ask better questions, show better under-standing of his business, and be more prepared and confident before your meet.
Learn From Success - Many entrepreneurs have success in one industry with one type of client, and then don't focus on getting more of the same type. If you've been successful selling to doctors and publishers, call on other doctors and publishers and refer to the successes you've had. Prospects will trust you more if they know you have previous experience with others in their field. It's the greed factor. If people know that you have Dr. Martin as a customer than chances are, they'll want to be your customer also. This will also make you spend less time establishing your credibility with them.