Clinching a sale can be a real challenge. If you’re new to sales, it’s important to remember that it clinching a sale in one go is more of luck. Consistency is really the key. However, consistency also relies on taking smaller steps to be able to finally seal the deal. While the idea of always gunning big is attractive, winning smaller battles leaves little to chance.

Accurately target potential clients. Be realistic. Know when to pick a fight. This is where your market profiling will come in handy. You don’t go selling beef burgers to a vegetarian community. If you know that the client will not be able to afford what you are selling better move on to those who are capable.

Target decision makers. I’ve written about this before about making sure your communication works. If your are dealing with corporate clients, make sure that you address those who call the shots. While it is also good to make contact with those who have influence in the decision, it is wiser to concentrate your efforts in convincing the one who signs the dotted line.

Skirmishes can be good. As long as you score some hits. Just like in a battle, you don’t really have to go all out in one battle. You can just make brief contact. Classify these as relation-building calls. Don’t underestimate the power of small talk. Your presence and persistence creates the impression of your seriousness towards the deal.

Make sure you accomplish something. Taking off from the previous item, make sure that not all of your calls are just plain small talk. Be sure that you accomplish several milestones towards closing the deal. Milestones can be the following – sales-related information (company-size, financial situation), needs assessment, presentation (of product or service) to the decision maker, endorsement of sale, establishing contract details and contract signing.

Create another opportunity for contact. Remember that every visit you make to your potential client should end by establishing another opportunity for contact. Be definite with your schedule and be clear with what you want to accomplish. This way, you can easily accomplish milestones leading you closer to sealing the deal.