In other words, to be able to sell to your customers, you have to be able to know who they are, what they want, and what they are feeling. All of these can be determined with good research, strong observation skills, and an attentive nature.

Knowing your customers is not just a one-time act -- you want to pay attention to your customers before, during, and after sale:

BEFORE THE SALE:

You should have a feel for your "ideal" customer before you launch any advertising or marketing campaign. What newspapers, magazines, and e-zines do they read? What topics interest them most? What groups or associations do they belong to?

You can devise a questionnaire to send to your best customers and prospects. Entice them with a free offer or a big discount.

Many actors start developing their character by writing down a long list of words that describe character. This helps actor think deeply about part they are going to play.

This strategy works well to help you figure out what kind of people buy often. You likely know far more about your prospects and customers than you realize. This method helps you get a clearer understanding of what you probably already know.

DURING THE SALE:

You can save yourself time and energy by paying close attention to your customers during sales process. One thing you should definitely do is watch for signs that customer is ready to buy.

The more expensive your product or service, more time it takes to sell it. Customers want to know all about how it works and what it can do to make their life or business better. Help them work through this process and you will make more sales.

Here are a few signs customers give you when they are ready to buy.

The customer suddenly speeds up pace. She has decided she wants to buy and is moving with more purpose toward sale.

Fortunately, there are some tried-and-true strategies to focus your business and get profits flowing again. Here are three things you can do today to almost certainly get sales jumping.

Write down your USP and promote it.

Your USP is your Unique Selling Position. It's one thing you have that your competitors don't. When you promote your USP you get more customers. It makes your business easy to remember. You stand out from all others.

Your USP could be a product or service that people want but others don't sell. It could be something a bit more intangible like friendly service.

One search engine promotion firm I worked with NEVER answered email. Another always replies within hours. There is never any question which will get my business.

Put your Unique Selling Position on your business card, in your newspaper ads, and front and center on your web site.

If everybody in your business keeps their prices a big secret, publish yours right out in open where anyone can examine them (you might be surprised how many of us won't buy if we aren't given price without having to ask).

If all others have same products, point out how your products are original, one of a kind, first to market.

Flaunt those customer comments!

Nothing sells products and services like good comments from past customers. Prospects believe word of a customer long before they'll buy into even best written ad or most lavish TV commercial.

But how do you get good testimonials, especially if your business is new?

1. Nobody says YOU can't provide testimonial. If you have personally used product you are selling and truly believe it's best thing since sliced bread--put that in a testimonial. Put your own words in quotations.