Find opportunity where competition fell short. If prospective clients share how they've been burned in the past, show proof of how your company excelled. Make your company a one-stop shop for customers. For instance, if customers use your product or service as one part of a larger process, consider offering those other points of that process.
Be selfless and offer expert knowledge and suggestions. Building rapport early is key to not only facilitating communication, but building a credible reputation. Deflecting that sale and giving up half a million dollars may seem crazy now, but circumstances can change and they could be a $50 million client five years down the road because of that built trust.
Picture being in their shoes and develop a sense of empathy. Would you want to receive three calls from the same person in one week? Or would a hand-written letter make more of an impact? Being respectful of a person's time and treating them like an actual human rather than a sale can go a long way.
Have good posture. Experts say that first impressions are based on 60 per cent non-verbal communication and 40 per cent verbal. Whether you want to stand out at an interview or get noticed by a member of the opposite sex, just hear me out and follow the directions.