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Tips to Make You Even More Successful! You can sell only if you yourself are convinced: If you are not sold on your product or service, it will be an uphill battle to sell someone else. Your lack of conviction will scream through. Be clear and direct: When pitching your idea or solution, don't use complicated words. Pride yourself instead on being able to explain the product or solution as quickly, clearly and simply as possible. Know your client: Make sure to research your potential clients, know their challenges and their needs. One size hardly ever fits all, and you look much stronger if you care about their business enough to invest in the research. It's all about the presentation: Building an amazing slide deck is critical to the sales process. Practice it, memorize it and be prepared to shift your emphasis based on how the energy changes when you give the presentation. Ask yourself: "Is the flow of this deck right? Will it convince?" Be passionate and exciting: Most presentations are BORING! So create a show and make it exciting. Excitement is contagious  just like a yawn. If you don't know the answer, don't guess: People will ask you tough questions, and you may not always know the answers. The person asking you may be testing you, knowing the answer full well. And if you fumble, it's very hard to rebuild credibility. Answer questions directly and clearly: If you are asked a question and you give a "politician s answer"  in other words, if you don't answer the question  your credibility will decline and you will hurt your chances of making the sale. You can always be better: Sales is an art, not a science. Which means the process is never perfect and you can always improve your game. Bottom line: sales is a critical function that is more art than science, so hone your art! Focus Point 50. Get in your client’s face! Being in front of your client or prospect is the best way to build or strengthen a relationship. Selling is ALL about your relationships with your clients. We've won half the battle when clients begin to trust our assessments, our judgment and our promises to deliver for them. Obviously, it helps to spend as much quality time as possible with clients. Sometimes the best time with a client is actually time away from the office, when you can develop a sense of mutual respect for each other on a personal level. If just one client is responsible for most of your business, it is imperative that you try to spend as much quality time as possible with that client. Literally, your business livelihood is at stake. You need to know when a competitor is attempting to move in on that business. However, don't let insecurity drive anything you do to create face-to-face contact. Look for creative and innovative ways to stay in front of your client, but be careful not to become a pest! Now you can follow me on Twitter @leslielgroene Find Leslie on LinkedIn: Learn more about Leslie Click here to see video Leslie named Leadership Excellence Top 100 Upcoming Events Click here to see event schedule Leslie's book Click here to buy now Talk of the Town Click here to see Leslie's Interview Washington Post Click here to read the article For a list of upcoming Los Angeles and National sales events Click here Here is 1 more of the Focus Points from Leslie's book, co-authored by Tom Mills and available on her website www.groeneconsulting.com