4. Don't try to overcome objections. Overcoming objections doesn't build trust. Instead, it only associates you with negative stereotype of a salesperson who has been trained to move sales process forward at prospect's expense. When you hear an objection, diffuse it and re-engage conversation on your prospect's terms.

5. Learn to diffuse sales pressure. Hidden sales pressure is root of all sales woes. Diffuse it at beginning of relationship, and you'll never have to deal with it again. Shift your mindset and change your language so it reflects you being your most natural self. The most sophisticated sales strategies in world won't make any difference if you don't know how to diffuse sales pressure that prospects are only too quick to sense--and back away from--in any buyer-seller relationship.

6. View prospects as potential friends, not as sources of commissions. If you see dollar signs instead of human beings when you're with prospects, they'll sense your attitude and see those dollar signs in your eyes. Keep your conversations human by always viewing your prospects as people who have potential problems that you can solve.

7. Acknowledging sales game diffuses pressure. If you find yourself in a sales situation that puts your relationship with your prospect at risk--for example, a prospect promises to call you back but doesn't--call "game." Call your prospect and say simply and gently that you really don't want relationship to degenerate into stereotypical cat-and-mouse sales game. Your message should always be, "Our relationship, not my commission, is my priority."

The bottom line of all this is: You can no longer rely on what you are selling to distinguish yourself, because there's just too much competition out there. Instead, you must focus on how you're selling. That's only thing that will make you different from everyone else.

With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.

3. Remove your company name from subject line. Whenever you put your company and solution first, you create impression that you can't wait to give a presentation about your product and services. Your subject line shouldbe a humble reference to issues that you may be able to help prospects solve.

4. Stop conditioning your prospects to hide behinde-mail. When you e-mail prospects, it's easy for them to avoid you by not responding. Also, they get used to never picking up phone and having a conversation with you -- and they may want to avoid you because they're afraid that, if they show interest in what you have to offer, you'll try to close them. This creates sales pressure -- root of all selling woes. This avoidance becomes a vicious circle. If you learn to create pressure-free conversations, you'll find that you'll start getting phone calls from prospects who aren't afraidto call you.

5. Avoid using e-mail as a crutch for handling sticky sales situations. Are prospects not calling you back? Many salespeople who call me for coaching ask how they can get themselves out of sticky situations with prospects -- but e-mails they've sent have already triggered those prospects to retreat. It's tricky to come up with correct softening language in an e-mail that will re-open a conversation with a prospect who has decided to close off communication --direct, person-to-person phone calls or meetings are much easier andmore human.

6. Avoid using "I" and"we." When you start an introductory e-mail with "I" or "we," you immediately give impression that you care only about selling your solution, rather than being open to a conversation that may or may not lead to a mutually beneficial match between what you have to offer andthe issues your prospect may be trying to solve. If you can change your sales language to a natural conversation, your prospect will be less likely to stereotype your message as a spam solicitation.

Finally...

7. If you can, stop using e-mail selling altogether. There is a way to renew your confidence and eliminate your reluctance to picking up phone and have pleasant conversations with potential prospects. Learn a completely new way of working with gatekeepers that will get you past voicemail and to your decisionmakers without rejection and frustration that are inevitable with traditional selling approaches.

For all these reasons, you should think of e-mail as your last resort. If you can learn to pick up phone without fear, start a trusting conversation with a gatekeeper, learn how to go beyond voice mail and find your decisionmakers, you'll join thousands of people who have made breakthrough to most natural and efficient way of generating sales opportunities.

With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.