Meeting with a prospect or new client requires diplomacy, discretion and tact. Even veteran professionals can ruin a sale if they aren't alert and aware of the client's needs. However, you can't fix a problem until you recognize the problem.

We will look at some of the most common problems made in selling situations and the simple solutions to fix these problems.

Not Showing Respect

There is hard and fast rule in sales: It's never about you -- it's always about the client. You may assume that the client doesn't know beans about your product or service, and that may be true. But, if you act as if the client is an idiot, you'll lose a client and gain an adversary.

Being Needy

We've all been needy at some point in our lives. We know what it feels like, and we've seen how other people retreat from us. Neediness is a powerful emotional state that is easily and quickly perceived by other people. When they feel it, they get suspicious of your intentions.

Needy people do not focus on the best interests of the client. They focus on themselves and satisfying their needs. That doesn't bode well in any type of selling situation.


--Source: Pam Holloway is a business psychologist and co-founder of AboutPeople, a training and consulting firm that helps companies maximize the people side of business. She is a program designer, author and keynote speaker and teacher specializing in market psychology and organizational dynamics.