The bottom line boils down to how you present yourself to a potential client. Your sales pitch will say everything if you're a salesman or the presentation you give to your client will define your company.
Make sure you are prepared when going to see new clients and giving a sales presentation. Include thoughts on why you are the edge over your competition and the benefits of your services. Also make sure you know what you are talking about and not just a verbatim that any other person could have presented. Think of yourself being a new client, what would you want to see in a person to make you want to use their service?
----> Don't be a robot. It could probably be the worst you can do. If you don't interact with the client you will never win them over. Ask them what questions they have and make sure you can think on your feet. You don't want them to think you are making anything up, the best way to go about this is to prepare some general Q&A's beforehand so you might have some idea of what to say when a likely question is asked.
Too often I see salespeople just trying to pitch their products with no real sense of what they are talking about. I'm just talking about normal sales people, they lack the knowledge of what they are selling, so as a buyer that does not give me the confidence I need to buy the product. I also find in many cases, I know more about the product than the person trying to sell it to me.
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