So you have just landed your first high paying sales job, and likely a portion of that high pay is commission based, which means that you will need to attract and keep your potential clients and customer’s attention to make the sale that affects not only your bottom line, but that of the company that you are representing.

How do you get your potential client or customer’s attention? You need to make sure that you stand out from the crowd, just like we advised in our cover letter and interview blogs. Do something that is unique to you, but not so far off the grid that a potential client is shocked and concerned about your reliability.

Research your potential customer to find out what he or she likes and cater to that need when you are pitching your product or service. Does he or she like a particular restaurant or cuisine? Suggest a meeting at a place that will cater to those interests. Are they an avid sports fan? Make sure that you come to the meeting up to date on the accomplishments, scores and statistics of their favorite team’s latest game or match. In sales, it’s not just about the product. The connection that you make with your customer will be paramount to a long and lucrative relationship. (And this is even more importaannt in entry level sales jobs when a new salesperson will need to prove their merit to their employers.) Know what their business is about and tell them how you plan on helping them become more successful and profitable in their business ventures.

Don’t push. If they are not ready to commit to purchasing your product or service immediately, you will be better off scheduling a time to follow up than pushing and alienating a potential client by pressuring them to buy now!

When you promise something to a client, over-deliver, and do it early or at the last on time, but NEVER late. You want to stand out as the salesperson that meets and exceeds their needs, and if possible anticipates those needs and brings them a proactive solution without their having to call and ask for it.

Be available to your clients. This doesn’t mean answering the phone in the middle of the night, but if they have a genuine problem, make sure that you get back to them promptly, and with a plan of action.