As a manager, I've done quote a bit of tech sales. The way I look at it is, you're trying to understand your customer (or prospects) problems and see how your p

As a manager, I've done quote a bit of tech sales. The way I look at it is, you're trying to understand your customer (or prospects) problems and see how your product offerings may help solve their problems. I'd never try to hard-sell a prospect something if it didn't seem like a good fit, even if you do a great job they still won't be happy. That's no good. There are some books you can read if you want to pick up some basic pointers, a lot of it is common sense. Above all, listen and try to understand what your prospect needs or think that they want. 1. Know your product(s) inside and out. 2. Know your customer/prospect's business inside and out. 3. Imagine what your prospect's objections may be and have answers lined up ahead of time. If you don't know the answer to a question, say so. Let them know you will research it and get back to them. 4. Try to build a rapport. 5. Be prepared for your meeting. 6. Know the audience, is it a tech person or executives? 7. Keep following up, set reminders on your calendar to do so. And...like others have said, you kind of just need to start doing it.