Penny Garbus, President Soaring Eagle Consulting

That’s the secret. New salesmen don’t understand this. Many experienced ones still don’t.

You aren’t a hammer; prospects aren’t nails. You are a problem solver, solution provider, and friend. That is what you need to be to succeed in sales.

How do you do this? Ask Questions. LISTEN. Don’t force it. If your company/solution isn’t right say that. Research your potential client, if there is a potential weakness in your offering put it right up front. Be Honest. Explain how you can overcome that weakness and highlight all the strengths. LISTEN to their feedback. ASK for their feedback. Often. INCLUDING during your pitch and presentations.

Good luck out there!