1. Whether you are closing on the phone or you are able to have a face-to-face meeting with your prospect, you need to have a sales process in place and take your prospect through that process.
3. Make sure there is a match between your prospects’ needs and your offering. Make sure your prospect understands the match.
4. When speaking with your prospect, always summarize what you hear. Review the points that you and your prospect have discussed, make sure that you and your prospect have the same understanding of what you’ve discussed. Repeat back to your prospect what the two of you have agreed on so far.