The Psychology of Sales: 12 Steps to Selling that Actually Work...
1/ Relax
Drop the fake "salesy" enthusiasm
Be real
Be genuine
Show you are in control and get the conversation started off on the right foot
2/ Replace the pitch with a conversation
99% of salespeople pitch early
Never start with a pitch EVER
Ask open questions
You run the risk of pitching to the wrong problem
3/ Take the pressure off
If you try and force the sale you will lose the sale
Have an air of calm
Prospects can feel the desperation
Also...
4/ It's not about you
People only care about themselves
Ask questions about the prospect's challenges and concerns
If you are talking more than the client
that's a bad sign