With that said, here are some general laws of selling that I have found to work for me. It's a not a numbers game. It's a smart numbers game. My experience is that for every five qualified proposals you submit, one will close, three will delay and one will choose another option. The moral of the story is, if you want to close one deal a month you better have five active proposals and when you have to make the sale, the numbers will fail, so better have 10, if you really want to win.
Enthusiasm is contagious.
Give it to someone. Customers want to go with a winner. Your excitement about your company and the services is more powerful than anything you say to the customer. If you're not already excited about what you do, find something to get excited about. Then radiate your excitement when you're around customers and prospects.