Terri Sjodin, is the principal and founder of Sjodin Communications, a Public Speaking, Sales Training and Consulting Firm, based in Newport Beach, CA. She is one of America's most highly sought after female speakers and has trained and motivated thousands of people from all over the world. Her unique specialization is advancing the persuasive presentation skills of professionals.

Numerous studies show that as sales professionals, we have 60 seconds to make an impression and be accepted as individuals by potential clients. What clients see in the first minute is more important than what they hear. Dress Professionally.

A skillful initial contact consists of numerous little details. For example, by thanking your clients for taking the time to meet with you. Maintain sincere eye contact. A flat or dull presentation is often the reason for a failed presentation. You must be original and dynamic to convince potential clients that you and your services are the best.

Speak with conviction as if you really believe in what you are saying. Persuade effectively. Add humor whenever appropriate and possible.

Listen to their questions, respond to their reactions, adjust and adapt. Being able to improvise is a considerable asset held by very few experienced sales professionals. Rehearse and practice your presentation in a way that predicts all imaginable scenarios. If you don't take objections into account, your customer translates this as a rejection. Your best defense against objections is empathy. Try to put yourself in the customer's shoes, understand the nature behind the objection. Ask yourself the following questions: Is it a misunderstanding? Is it a drawback? Don't give the impression that you must always have the last word. When it comes to objections, diplomacy is in order. Ensure them again that you and your company provide the services that ensures their success. Close them by setting yourself apart from the competition.