How many times have you wondered why you did not get the person to buy your idea or product, too many I bet and yes I know the feeling, it causes great pain and a severe lack of funds.
It always comes down to planning and preparation, before you even talk to your customer think through all the related benefits of your product and services. Think about different business sectors and industry types and what features of your products/services would help the businesses you visit to achieve success. Before you discuss your products/services with your customer understand their key drivers, both, business and personal and then relate the benefits to their key drivers, it's important that you get them interested and in the mood to buy. Remember people like to buy not to be sold to, it's that simple, if only, but it's great way of helping you to become successful in your sales role. As always, if you are not to sure of the benefits speak to your team members or Marketing people and find out ASAP.
Have fun and do not forget to smile when your selling. regards, PJ