Be yourself. Don't try to act like someone you're not or behave the way you think a salesperson should. That phony salesperson mode is a facade the prospect will notice right away. Let your personality, sense of humor and integrity shine through from the first meeting to the last.



2. Remember the basics. This means a firm handshake, eye contact and a smile. If this seems simplistic, it is. But these small details are a big part of a first impression; they're what people first notice about you.

3. Use common courtesy. Let prospects know you understand how busy they are and that you won't waste their time. Start off by saying, "I know your time is valuable, and I appreciate you spending 20 minutes with me. I'll make sure we stick to that time frame."

4. Learn something about the prospect beforehand. If possible, go on a fact-finding mission before you even meet the prospect. Visit the company's Web site. Search for articles about the person or the company. If someone else referred you, ask that person for insights into the prospect's interests, hobbies, family life and personality type. Call the prospect's assistant or secretary, and see what information you can find there. Then you can start your sales call by referring to whatever information you've gleaned that's relevant to the situation.

5. Break the ice with the people who are around the decision-maker. You never know who has the real power or influence in a company. If you're rude to an assistant on the way to the boss, you can be sure the boss will eventually hear about it. Establish rapport with everyone you meet- not just the immediate prospect.

6. Don't just jump into your pitch. Many salespeople think they have to break the ice by talking, talking and talking some more. They tell a joke and launch right into selling the product.

A better way to break the ice is to start with a handshake and eye contact, bring up a common-ground subject and then ask questions.