Always provide something of value when you call or visit. Even if it is not related to your products, put your client's needs first.

Utilize your advocates. Whether it is the word of a satisfied customer, or promotion from a trusted practitioner that uses your products.

Make genuine connections with the "gate keepers." The girl working the phone or front desk for minimum wage has the power to get you to decision makers.

Ok, I'll bite on this thread. I've been in business 35 yrs. the first 15 as a manufacturing representative traveling approximately 150-200 nights in hotels per year and the last 20 in the financial services/investment arena with very little travels.
Best advice:
1.find something you're passionate about, and become proficient in it, people will recognize the passion and want to become involved with you.
2.Tell the truth, even if it means you lose the client. You will sleep better, and you don't want/need people who you can't accept the truth
3.Look for mentors...people who believe to pay it forward, and show that you are worthy of their efforts.
4. Learn the difference between features and benefits. Most salespeople want to talk about features/ people actually buy benefits
5. Price is only an issue in the absence of value

If it flies, floats, or ****s, its usually better to rent it!

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What's your personal opinion of Spin Selling by Neil Rackham?

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It's the best of the 4 I mentioned. It's the best sales book out there and has been since the 1940s. It's worth every penny to read it.

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this one?
google pdf

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Yes.

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Not sure why derailing the thread is so important to you.

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It's because #BTHOtu is #gadgets/Maysaggie2015.