1. Make a favorable visual impression

Be known by the professional and distinctive appearance your keep. The person who is indifferent about their attire implies that they don't care about other things either. You can help yourself catch your prospect's attention by checking your neatness before every call. Also, speak clearly and distinctly. Don't hold your hand over your mouth. It often helps to give your entire presentation in front of a mirror or video camera to identify any mannerisms that need to be corrected.

2. Be well informed

Everyone respects and trusts the person who clearly knows what he or she is talking about. So be an authority in your field. Know the features and benefits of your product or service, as well as how you stack up against the competition. When you can readily answer even the toughest questions, your prospect will have much more confidence in you.

3. Show sincere interest

Become so interested in your customers that they become your friends. People will like you when they see that you like them and want to help them. Be willing to do whatever it takes to make them more successful. Become interested in their personal lives, their sports and their hobbies. If your interest is sincere, you'll be welcome whenever you call.

4. Be dependable

Keep your promises. Build a reputation for integrity, truthfulness and sincerity. Cooperate with your customers and prospects in every way you can - even beyond the call of duty. Be forthright and prompt if something happens to delay a delivery or cause a problem.

5. Be considerate

Be a good listener. In fact, go beyond listening and actually pay complete attention! Don't interrupt. Show the customer or prospect that you are willing to listen to them as you hope they will listen to you. You should spend 2/3 of your time listening and 1/3 talking. Try to place phone calls at a convenient time. Be on time for appointments and don't overstay your welcome.

6. Be enthusiastic

Just about everyone likes an enthusiastic person. Show strong convictions about the merits of your product or service. Studies of the reasons people buy indicate many more are motivated by emotions than by reason alone. Enthusiasm is contagious and appeals to the emotions. It inspires trust and stimulates the desire to buy. Enthusiasm adds color, flare and power to your selling style.

7. Be ambitious

Have you ever met a person that you just knew was "going places?" Most of us intuitively know that there is room at the top for those who want to move up. We admire people who have the determination and focus to work hard for greater success. Complacent people don't inspire others. People enjoy helping others succeed.

8. Be patient and persistent

Who can respect a person who gives up easily. Research has shown that most sales happen after at least seven contacts. Unfortunately, many people give up after the second or third call. Never give up! Everybody admires the fighter who keeps dusting themselves off and rising for another round. You know that it's not possible to sell everyone on the first call, but if you truly believe that your prospects will benefit from your offer, then it is your duty to be persistent. Patience breaks down resistance.