Its very unusual for any company to have no competition so you need to identify what is unique about your solution for each specific customer.

Prioritising your opportunities so that you only chase the best ones is a critical skills for a sales person.

Your product needs to meet the needs of your customer otherwise they will not want to buy it.

To maintain your audience's attention during a presentation, it helps to structure it so that you are regularly attracting the attention of the audience.

In any sales meeting, you need to ask the right questions to get the information that you need to progress your opportunity.

The right number of meetings is a function of the type of solution you are providing, the number of customers who are likely to buy that solution and the complexity of the sales process.

Before you first visit a company, you need to try to find the right person to talk to. Typically this will be a reasonably senior person who has responsibility for some of the issues that you have hopefully identified they may have.

Getting to understand how our customers think and behave is a critical skill for a sales person and must be done early in the engagement process.

Sales presentations need to be specific to your customer and their needs otherwise they will not be interested.

Unless you know your customer very well and have an excellent relationship with them, they are unlikely to return your calls without a good reason. You need to give them a reason for them to spend the time calling you.