As you go through the sales cycle, keep in mind that your ultimate objective is to meet your clients' needs. To be of service you should:
- Resist the temptation to back off too early when faced with a client concern.
- Assist customers in defining their real needs. Once defined, show them how you can uniquely fill that need. Also, follow-up and follow through.
- Persist in a way that shows that you genuinely care and want to be of service. When you persist without the intention of manipulating, you convey your concern, dedication and sincerity.