This will be a guide for the technician that needs to sell their product, but needs a couple of pointers to get out there and excel at selling instead of building links. This guide will point some general sales techniques out which is obvious to some. Also English isn't my first language so have patience with me. Most of us on this forum are probably clasified INTJ (myers briggs test) though i'm lucky to be a bit more outward and land on ENTJ 9/10 times and only INTJ on an offday. Find out what you are by taking this test: Code: [URL]http://www.humanmetrics.com/cgi-win/jtypes2.asp[/URL] More about Myers briggs here: Code: [URL]http://en.wikipedia.org/wiki/Myers-Briggs_Type_Indicator[/URL] It will tell you what your personal weakness are and you can therefor work on them. There isn't a "wrong" answer in these tests. Think of it as a personal SWOT analyses. Some people are born with a sales talent, the rest of us gotta practice it. Presenting yourself An important part of selling a product is to sell yourself. Most customers doesn't care if they pay a few extra bucks if they know they can trust you. A part of that trust comes from you looking good. Buying a pair of slacks, some black dress shoes, a white shirt and a tie even though you are only 18, will give you so much credit when you meet with them because appearances do matter. You don't have to buy a specific brand or something expensive as most people will see this as an effort and feel they are dealing with a pro, even though your product is the same as the next guy. Also make sure that you smell good (mints are a must ). Also coldcalling might work but trying to land meetings when you are out anyways, by showing up at their doorstep with some sales materials, may land you a instant meeting (they got 10 minutes and you are there anyways) Body language When meeting them for the first time you will notice that most techniques used in the dating scene can easily make you likeable, without them even noticing you are trying to game them. Mirroring Mirroring is a simple technique that makes them feel comfortable with you. The basic principle is that you mirror some of their actions without overdoing it. This can be if they lean forward - you lean forward. If they nod - you nod. This is a trick to play with the subconcious, and will make you more likeable if you don't overdo it during the meeting. If you overdo it, it will look weird so try to minimize it. Mirroring speech is also important. If he talk slow and uses a lot of slang, slow down your speak and match his slang. If they are fast and straight to the point - be fast and straight to the point. Never interrupt a story of theirs. When telling stories you build a relationship and relationships builds trust. Also remember these stories so you can refer to them later. Kino (touching) When meeting with a customer you will have a handshake. It important to have a firm handgrip though not overdo it so it looks like you are the "alpha male" (more of that below). Match his handshake! If you close it afterwards make sure to play the "politicians handshake". This method is good when building trust though not when you are a stranger. Eye contact This is very important. If your eyes are everywhere when you are explaining your product, it will look like you are insecure of your product. Yet if you stare him/her down, it will look like you are trying to convince him that it is true what you are saying. Read your "opponent" There are some general ways to read them. There are different body postures that will define their thinking. But do not, i repeat, DO NOT take one body posture out of context. Most people know that if someone crosses their arms they are "closed" and therefor unwilling to what you propose. Every person is different and so many factors can play in here; he might be cold, he might relax in this position or he even might just be playing you. Make sure to read up on different body language and never take one position out of context. Psychology There is so much psychology going on in a meeting. You wanna stand out as an equal. Not be below him (beta) or above him (alpha). If you sound too superior (especially when dealing with people from the contruction business) they will think you got a bloated ego and dismiss you because they don't like you. You might even be cheaper and better than the next one walking in, but if he is more likeable than you, he will most likely get the customer. Beta / Alpha If you are too insecure about your product or stand out as insecure, they will most likely walk all over you and will not trust you. Landing a deal is all about trust. If you can convince them to trust you, they will throw their money at you. Though if you stand out too macho they will most likely see this as arrogance and when you aren't likeable it is harder to trust you. This all comes down to reading people. Every customer is different. While a construction worker might be more down to earth, a lawyer will require you to be more fast and outspoken. Coffee etc. When they offer you something you got to take it. Mirror their actions like described above. I like my coffee black. If i go to a customer and i see him drink coffee with milk, i take my coffee with milk. Also if they aren't having anything, don't take anything. This is not crucial, but everything combined will count towards their first impression of you. Practice, Practice, Practice Most of us doesn't have all of this down, but one this you can work on is muscle memory. Try to sell a arbitrary product to a family member or collegue. You might be at work and have a collegue which prefers tea above coffee. Try to sell him coffee (a product which is free and you can get for him ASAP). This will make you more practiced and when in a meeting you will not feel as awkward. Profiling Even when not landing a customer, make sure that you keep some kind of contact after and make sure you create a profile of this customer (if talking to multiple people at a company - keep multiple profiles). This will make you able to refer to events or occurances in their life, and make you able to upsell stuff in the future. What this case study shows is, that building relationships can be worthwhile, though not in all cases. Sometimes it's wasted work but other times it can help you upsell, or land a new contract. Out of this specific guy i made well over 2k USD on this one deal and i'm still hosting his website today. He also refered me to a friend of his that had a golf club at his workplace and i made a forum for them. Conclusion I'm not saying this is any form of "read it and you will succeed" but i know it was a scary feeling to show up at my first meeting. Try to prepare as much as possible and practice. Other than that i hope that you can take just one thing from this little guide and apply it to your meetings. I hope I didn't rant too much. If you got any questions please reply to this post so we can take questions in the open so everyone can learn from it. If someone got some inputs to this, please tell me so i can add it. Thanks.