No matter the product or service you represent, your client will want to know the answers to certain questions before an order is placed. Are you seen as:

• Dependable – Will you do what you say you will do and will you do it on time?  Does your performance match your promises?  Do you follow through without badgering?  (This is a fine line to walk)
• Customer-oriented – Are you seriously interested in solving problems for your customers?  Do you listen?  Find out what the needs, problems and goals of the client are.
• Credible – Do you understand and have knowledge of the industry?  Can you supply facts and knowledge to better help your customer make a decision
• Knowledge – Whatever the product – do you know it inside and out?  Technical vs. Application – real world experience.  How about judgment?  Can the client base decisions on your industry-product knowledge?
• Honesty and Integrity – Will the client see you as just another talk – talk – talk – salesperson, or someone who shoots straight – tries to help – gives both pros and cons – of your product and or service.  Where are you when problems occur – can the client find you?

Before any money is spent – a sale ever made – your client will need to feel secure in all of the above.  Do you meet the challenge?  If not, make time, take time and prepare to Do Business Better.