After three or four unsuccessful sales in a row, Sandra recommends re-evaluating your pitch. “It’s not just about making ten calls. It’s about learning why people are saying ‘no’.” Focus on a quality over quantity mindset. Approach your sales from different angles, try new things and take detailed notes on what works and what doesn’t to help you formulate a more effective strategy for the future.

Sandra also encourages business owners to learn the power of certain words. Record your phone calls and listen carefully to your vocabulary choices. Are there any key differences between sales that were successful and those that weren’t? Words have the power to energize or cripple your sales pitch, so it’s important to choose them carefully.

Dr. Samantha Madhosingh, America’s Holistic Success Doctor, talked about the power of words in her video blog for eWomenNetwork. She says:

Psychologists call it the "primacy" effect. It means that based on the words others tell us about another person, or we tell ourselves, predisposes us to believe it's true. For example, say you're meeting with a potential high-end client who could greatly impact your bottom line. If the words streaming through your mind are destructive such as, "They won't buy from me, my business isn't big enough," then you'll likely lose that client. If, on the other hand, you say to yourself before meeting with this person, "My business is the perfect fit for this client," then your success rate will likely improve.

I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard – Estée Lauder 

A common mistake is not asking directly for the sale. Sandra says, “If you’re waiting for someone to go ‘let’s get started,” you’ve probably missed half your clients.” You are in charge of asking the client if they are ready to move forward and guide them through the rest of the process.

Don’t be afraid to be direct! By asking for business, you demonstrate confidence not only in your product but also yourself. When you make a sale, this will help create long-lasting and meaningful relationships with your clients.

Rejection is not always easy, but it is manageable with the right attitude and tools. Even if your sale is pitch-perfect, you may still get a “no” for financial or other reasons. What’s most important is that you put your best foot forward every single time and regularly self-evaluate to see what improvements can be made. 

  In business, you’re the Chief Salesman. Create a sense of demand, rather than waiting to have demand -Barbara Corcoran