People don't want to be sold! People want to buy!

If you find common subjects or interests with a prospect, you can establish a business friendship. Ask about a diploma or picture. Your prospect will be glad to talk about what he/she just did or likes to do. Try to captivate him or her in intelligent conversation with engaging questions about their interests. It's obviously better if you're versed in the subject, because that's where rapport is established. Get the prospect to talk about their passions and what makes them happy.

Social media presents an opportunity for business people to connect and know each other prior to a phone call or email taking place.

You cannot buy trust at any price. But slowly, over time, you can build it for free.

If you own the problem, you own the customer. If you lose the problem, you lose the customer. It's that simple.

Sales is survival, the best-prepared are most likely to survive.

Your character holds the key to your trustworthiness.