1.
Belief in both yourself and your product / office:
You must believe you have the ability to turn that "no" into a "yes." There
should be no doubt in your mind that eventually the customer will say "yes"
because of who you are, what you have, and what you can do to solve his or her
problem. Passion and enthusiasm are contagious, in fact very contagious-and
they'll give you positive direction and momentum.
Always remember that you
are not providing a product or a service but a benefit. And until you really
sold yourself to your own product or service, it will be tough for you to sell
it to your clients.

2. List out the value you
bring to the customer:
Make sure you understand your product or service, the customer's environment and
challenges, as well as your customer's customer. This depth of knowledge allows
you to truly understand the value of this opportunity for the customer. That
value is then communicated through your physical energy, your voice, and the way
you tie your idea back to the customer's goals and needs. The confidence you
bring to the table will help the customer feel comfortable, get past his doubts,
and go straight for the "yes."

3. Unique selling point that
make you different:
Why would a customer do business with you over somebody else? You have to
differentiate yourself to the customer in at least three key ways. But it's not
enough to be different; you must also let the customer know why your solutions
are so unique and how they align with his business goals. If you know what makes
the customer tick, or what his key needs are, the customer will better
understand the value of your uniqueness and how it will help his company. "No"
is a comfortable answer for the customer. To get past that "no," find a new
approach.

4. Persistence is the name
of the game: When
you believe in yourself, when you focus on the value you bring to customers, and
when you have a strong differentiating factor, then persistence and tenacity
come naturally. Next time a customer says "Thanks, but we're all set," or
"Sorry, it's not in our budget right now," you can reply with "Share 10 minutes
with me. If I don't show you something of tremendous value in that time, I'll
never call you again."

Selling is a number game.
Just persist and practice.