* Reassure potential clients that you can handle a "no." Of course we'd rather not hear a "no." But only way to free yourself and your clients from subtle sales pressures is to let them know that it's not about sale but about best choice for them--and if that means no sale, it's okay, because it's ultimately not about you but about them.

* Ask for feedback. Whenever potential clients "disappear," call them back (e-mail them if you have to, but only as a last resort because dialogue is always better) and simply ask, "Would you please share your feedback with me as to how I can improve for next time? Now that our sales process is over, I'm committed to understanding where I went wrong." This is not being feeble or weak -- it's being humble, which often triggers truth.

* Don't try to "close" a sale. If your intuition tells you that sales process isn't going in direction it should be going - which is always toward greater trust and truth--trust those feeling. Then, make it safe for potential clients to tell you where they stand. It's simple--all you have to say is, "Where do you think we should go from here?" (But be prepared: you might not want to hear truth of how they're feeling. You can cope with this by keeping your larger goal in mind, which is always to establish that two of you have a "fit.")

* Give yourself last word. Eliminate anxiety of waiting for final calls that will tell you whether sale is going to happen--instead, schedule a time for getting back to each other. This eliminates chasing. Simply suggest, "Can we plan to get back to each other on a day and at a time that works for you--not to close sale, but to simply bring closure regardless of what you decide. I'm okay either way, and that'll save us from having to chase each other."

You'll find that these suggestions make selling much less painful because you learn to focus on truth instead of sale.

# 3 Sell meeting Once you speak to your prospect on 'phone you need to do a good selling job to get meeting. Most of time they're going to say something like - "I'm not really interested, we already have a supplier, I'm a bit busy at present." Always keep in mind that majority of prospects are reasonable human beings and they have nothing against you personally. There's also a strong possibility that they'll welcome a visit from you if you sound warm, friendly and businesslike. If you sound like you have some worthwhile information to impart and you don't sound pushy or manipulative then you're more likely to get that meeting. Plan your call carefully and consider following. 1.Greeting - Speak slowly and clearly using prospects name, your name, and your business name 2.Courtesy - Ask if it's convenient to speak 3.Introduction - Say what you do and provide a benefit to prospect 4.Close - Ask for a short meeting at mutually convenient time 5.Deal with resistance - Acknowledge what prospect says, outweigh with a benefit and close again 6.Don't use word "appointment" 7.Don't start selling your product/service on 'phone only sell meeting 8.Don't say you'll send literature, say you'll bring it with you 9.Don't be pushy, be persistent and pleasant 10.Have a fall-back position. If they won't see you this time then ask if it would be OK to 'phone at an agreed time in future - and make sure you do so.

You won't win them all however if you sound professional and pleasant, potential customers are more likely to see you, so don't give up. I built my business initially by phoning prospects, arranging meetings and then selling my services, I had success, so can you. =========================================================== Discover how you can generate more business without having to cold call! Alan Fairweather is author of "How to get More Sales without Selling" This book is packed with practical things that you can do to – get customers to come to you . Click here now =>http://www.howtogetmoresales.com/Without%20Selling.htm

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