Forget about making the sale

Let go of the attachment to making the sale.

Stop putting pressure on yourself to “close” the deal.
Be okay with a “No.” In fact, tell your prospective clients it is okay to say “No.”
Remember, they view you as a sales person who has something to gain if you make a sale.
The more attached you are to the sale happening, the more pressure they will feel.
The more pressure they feel, the less open and more defensive they will be.

Focus on finding a great mutual partnership, versus trying to make the sale.

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Tags: client development, mutual partnerships, relationship building