The way you approach a potential customer will have a huge effect on your ability to create rapport, establish a relationship and, eventually, turn that prospect into a customer. Your job is to melt away the defensive wall prospects build around themselves. Melt away, not try to knock it down with a bulldozer which only causes them to build higher and thicker walls. Here are 7 tips to help you gain a prospect's confidence:

1. Be vulnerable - you're there to help them, not sell them

2. Be open - lower your shields do they feel comfortable lowering theirs

3. Be flexible - work with their ideas, not just your own

4. Be a partner - everyone wants to know What's In It For Me, explain how you can help set them apart

5. Be helpful - explain what makes you unique and how you can help them in ways no one else can

6. Be consistent - stay on point, take notes, follow up, always do what you say you are going to do

7. Be professional - look sharp, be confident, cover all the details

People buy from people they know, like and trust. Use these 7 "be"s to help prospects know you, like you and trust you so they will buy from you.