Sales is not about the amount of advertisements that you sell but rather establishing a relationship with a client. Sure, you can use tons of sales techniques and rhetoric in order to oversell advertisements and make that sweet sweet commission, but that makes you trash. Instead you should go into the situation with the mindset that you are about to make a new friend that you will be continually in contact with. After you establish this relationship is when the money will follow because they will be confident and comfortable working with you.
It does not take much to establish this relationship with the client, but here are a few tips that I use:
- Be casual and positive
- Maintain eye contact
- Ask about the client’s needs
- Dress business casual
- Come prepared with ideas for the client
- You are helping their business grow, not selling advertisements