Selling is about understanding a potential customer’s needs and then providing a solution to meet those needs.  

Essentially, selling is solving a problem for a customer.

In order to effectively sell, you must:

• be prepared: research your prospect, understand their needs and think about how your product/service will benefit them.  Also have your brochures, presentation materials and anything else you need to sell your product/service
• listen: get the customer’s view, understand their needs, and respond appropriately
• build rapport: empathise and look beyond the immediate sale
• demonstrate value: sell your products’/services’ benefits and value to the customer
• be persistent: continual follow-up is necessary.

Price is usually a secondary consideration for the customer, if the perceived value has been demonstrated.  

Selling is a numbers game and the more prospects you approach, the more chances you will have of making a sale. Be persistent in contacting your prospects, and do not be discouraged if they do not return your phone calls.