Sales training will give you lots of motivational ideas on how to be a more effective salesperson. One of the most basic things in sales is starting relationships with new clients. Part of the skill is to get a commitment from the new customer, no matter how small.

For example, when first contacting someone, don’t expect to make a sale. The first step towards building a lasting and beneficial relationship is to get some face time. Don’t talk to the potential client about how you’d love to sell to them. Explain why you think your company might be able to help them by giving some information about your products and services along with an explanation of the relevant benefits. Ask them to give you, say 30 minutes, to explore whether you might be able to work together.

Once you go to see the prospect, be prepared to suggest a way forward that will not involve them in too much commitment. If they want to place an order worth millions of pounds, don’t stop them, but you are far more likely to get them interested in something like a risk free trial of your products.

By gradually building the relationship and the level of commitment, you are far more likely to build a mutually rewarding relationship.