Making Sales in the 21st Century by Grant Leboff, MD of Phone Intelligence Ltd

1. Diagnosing the problem of a client is the root to making a sale. It is about tapping into what they need emotionally or technically to create a better situation and avoidance of loss.

2. Encouraging customer interaction is the art to generating a sale, so the customer creates ownership of the product or service. The customer is more likely to purchase a product or service if it is tailored to their specific requirements and desires.

3. Selling with integrity is essential to retain trust of the client. If you are unable to provide the desired service/product for the client let them know and refer them to an alternative provider.

4. Convey the possiblities to the customer. Present different options available and through these options help the customer to visual what the outcome would look like.