Listen more than you speak. The customer will tell you their pain points which is your chance to see if you have a solution. Read "How to Win Friends and Influ

Listen more than you speak. The customer will tell you their pain points which is your chance to see if you have a solution. Read "How to Win Friends and Influence People"-Dale Carnegie, to keep empathy in mind when dealing with different people. Create a system to track all sales interactions in a pipeline. Potential deals enter and move through confirmation stages: customer interested, value proven to customer, customer says they'll buy, purchase order received, check clears and product delivered. Take the $ amount of the potential deal and value it at 20%, 40%, 60%, 80%, 100% as it progresses. If you build a pipeline of deals you'll have an idea of how much revenue to expect from your current prospects. 200% pipeline value to your goal would give you a lot o confidence that you'll close enough deals to make your number.