Increase sales effectiveness by being confident in front of the prospect. Go to http://optimalsalesperson.com to see more tips about how to close sales. For many sales people, asking questions and obtaining information from the prospect is the easy part of the sales call. Through those questions and answers, you can discover the compelling reason, the decision process, and the budget, pieces of information critical to closing the deal. However, the success of the entire meeting and your increasing business depends upon your ability to give confidence to the prospect that your solution will solve their pain. With 93% of communication being body language and tone of voice, you simply cannot hide any lack of confidence you may have. The prospect will see your lack of confidence and then have all the reason in the world to doubt your solution. If you don’t believe it, why should she? The optimal salesperson is confident in the solutions they offer.