If you see something of interest in their office ask about it it really does not matter what they are talking about just get them talking and listen.

Eventually what they want will come out and then you offer solution.

You WILL get 9 turn downs to get 1 client.

If you do it right they will like you either way. Yes or no.

Rejection is fine you can ALWAYS check back later if you KEEP notes and NEXT time it will be MUCH easier because you will refer to your notes and bring up something you talked about earlier

At this time you can ask them if they have any friends that could use your services.

If sales was 100% everyone would do it. I will tell you that your percentages will improve over time. After 20 years of selling I have gotten to a 90% closing ratio, when I am face to face.

The secret?

I let them talk, and I listen, and I don't hear no, but average is 1 in 10.

Now only way to get to next questions, is to go out, make mistakes, come back, and ask me what to do next.

Once you've written what you want to say, ask your clients questions about what makes your business stand out, what you offer that is of highest quality, etc. Why? You want to state benefits of doing business with you from clients' perspective, not yours-and I can tell you that what you see as a benefit of doing business with you may not be what your clients feel.

Creating a few different business and personal USPs, then practicing them, can make difference between connecting with people and not connecting. So practice your new introduction on everyone you know until words feel comfortable to you... Practice in mirror... and tell everyone you know you'd like to borrow them to practice, too.

Additional information on USPs can be found on Internet at:

USP History and The Basics www.emediaplan.com/admunch/Biographies/Rosser.asp

A Compelling USP Description by Dale Chambers www.cism.com/featurearticles/compelling_description.htm

If you don’t have a USP (Unique Selling Point), Create One by Karl Ruegg www.topten.org/public/AP/AP86.html

3 Steps To A USP By Barbara Ling www.riseway.com/usp.html

How to Write an Elevator Speech www.avnmembers.co.uk/knowledgebase/Business/elevatorspeech.htm

Use Your Unique Selling Proposition To Make The Sale by Jana M.Kemp www.janakemp.com/article3.htm

Unique Selling Propositions (Some Questions To Consider) www.virtualtechnocrats.com/selfhelp/businessebook/marketing/usp.html

Explains USA, UPS and all other word's they're called by Dennis S. Vogel www.voy.com/31049/17.htm

MARKETING - 12 Unique Selling Propositions http://www.homebiz.ca/News/Archives/052200.htm#MARKETING%20-%2012%20Unique%2 0Selling

Your USP: Why Should I Hire You? by Kevin Donlin http://www.careerowl.ca/candidates/resources.htm

Maria Marsala is an internationally known coach, author, and speaker. A former Wall Street trader and manager, she is the author of the ebook Thinking of Starting a Business... Let's Talk About What's Next. Subscribe to her free ezine "Helping You and Your Business Grow" at http://www.coachmaria.com