Ali took the high road when she let down Chris. She told him up front, before stringing him along on a final date, that he was not the one for her. Who can’t appreciate that open and honest communication? And who can’t appreciate a girl that does her homework before she makes a decision? Talk about “target” marketing?!?!

We’ve got some tricks up our sleeves as well. With sales, it’s all in the numbers. Once again, we’re telling you things you should already know but are you taking action? Of course not. That’s why you’re reading this.  Here’s some more on selling.  (BTW, all the sales content we’ve provided to you over the passed 30 days should give you enough to write a whole manual on this stuff!)

Thoroughly understand your target audience: I’ve said it once and I’m saying it again. None of this stuff matters if you don’t know WHO you are targeting. If you know this person thoroughly and can give more than 5 characteristics on your target without even thinking twice, you’re on the right track.  Always do your homework on your target audience. Understand them inside and out.

Model other people who are successful: Where do I start with this one?  Dave Dee, Napoleon Hill, Brian Buffini…These are a few of my favorites.  Google them. You’ll be happy with your results.

Spend time educating yourself on sales techniques: Know that not everyone’s technique will work for you.  BUT if you don’t try some of the techniques that are out there, you will never know which ones will and will not work for you. Start by reading Malcolm Gladwell’s book, The Tipping Point: How Little Things Can Make a Big Difference, or Michael Port’s book, Book Yourself Solid: The Fastest, Easiest and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing or Selling.  These are two of my favorites.  Another great addition to your sales education should be subscribing to specific blogs. Try www.sethgodin.typepad.com or www.ducttapemarketing.com/blog.  You’ll learn a heck of a lot from these blogs as well.

Find “their” itch. Determine how to “scratch” it. What does your target group truly want? How can you help them and show them your value?

Follow up: You’ve GOT to follow up with people. How many times have you gotten home, threw the business cards in the box, and totally forgot about the person you met. What a waste of a networking event! Follow up with all of your connections, otherwise, what is it worth to even try to connect? And who knows who they know that may be able to help you or vice versa?

Close the deal: What a concept! Closing the deal.  Who knew sales could be so fun, right? Ha! We all hate this part, but it’s the part that’s going to get the money in the door. When you close the deal, be straight forward at what you can offer and what the value is for your service. If there are options, be very clear on what those options are. Don’t piddle around and lose the client. Be confident.

Much luck and success!