Reduce fear by eliminating doubt
Buyers buy when you've reduced the threat of buying.
Be gracious and caring vs. hungry and uncouth.
Never let yourself be in a situation in which you need business in order to survive--buyers smell this and run.
Focus on what the buyer finds interesting about your product.
There may be 22 key features of your service, but be sensitive enough to notice which 1 or 2 that the buyer indicates -- even subtly - interest in.
Ask questions which get you enough information to understand the buyer, what they need and how you can help them.
Don't be bashful, but don't be a machine gun, either-- take an interest in the buyer and bring them out.
Be a walking example of the benefits of your product or service.
Credibility can be instantly established when what you have and how you relate exudes the quality and power of your product or service.
Help the buyer to identify and feel something they hadn't felt before or for a while.
Most people buy on emotion, then validate/justify this via information/facts.
Point out what your product will do and won't do.
Always stress, highlight and be excited about, the positive but do mention what your product doesn't do or won't do for them.
Find a way to let the person know that you know who they are and what they're looking for.
Have a well-phrased label to describe their situation so that they get that you get them and it.
Be an expert both in your product, and...
...also in who your customers/user are, what they need, how they use the product, what problems are solved by the product and how a new buyer can flatten the learning curve to leverage value from the product/service.
Don't make cold calls -- always get referred to prospective clients.
If you're not being referred by your current clients, then you're probably not doing as great a job as you need to be doing with them, but that's fixable!
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