Let the prospect of client do most of the talking. If your mouth is open more than 30% of the time, you're talking too much when you should be listening. So shut up and sell! Here are some addition- al tips to help you.

Avoid distractions and time con straints when meeting with prospects and clients. Face your prospects, lean toward them slightly, and look them straight in the eyes. Stay relaxed and open. Don't cross your arms or legs. Watch body language and listen for the real message between the lines. Pay attention. Don't let your mind wander or be distracted. Concentrate on what is being said. Repeat and rephrase each sentence in your head. Don't interrupt your prospect. Indicate you are listening and understand- ing what is being said. Nod your head, take some notes, or answer that you understand by uttering a simple "O.K." Smile and be friendly. And let your enthusiasm shine through.

Understand Personality Types

There are essentially six person ality types that you'll encounter in sales situations. Virtually every one falls into one of these categories. And while some may cross over into other types, each person typically exemplifies one main attitude. You must learn to recognize these types quickly and tailor your presentation accordingly.

Leader. Always in control, domi nates conversations, makes quick decisions, and follows through all projects from start to finish. These people tend to be ALL business and are only interested in results.

Supporter. Likes being with and relating to people and is often a bit talkative. Usually seeks approval from others before mak ing final decisions. These people are always quite friendly, casual, and relaxed.

Optimist. Always full of energy and creativity. Likes to discuss myriad possibilities, most of which are completely outlandish and impractical. These people can be very energetic and prone to quick, spontaneous decisions.

Bean Counter. Brings highly structured and thorough analysis to every situation. These people look for accurate, logical solu tions.

Adversary. Always takes the neg ative side to things. Can never find the good and tends to nit- pick. Completely the opposite of the optimist, adversaries tend to be very conservative and realis tic.

MOR. The middle of the road person tends to go with the flow. Never caught making their own decisions, MOR'S tend to work better in groups where individual thought is not cherished.

With the leader, be the consum mate expert; ask about moods, feelings, and such with the sup porter; discuss wild ideas with the optimist; go through the budget and other details with the bean counter; carefully balance the up and down side with the adver sary; and take charge of the MOR. Use these as a guide only. We are all complex human beings after all. And also be prepared for the domineering, friend ly director who talks wildly about the bad things happening in someone else's life.

Meeting Tips

Prepare in advance for all client contact. Gather the materials you need to answer inquires and solve your client's problems first. Don't go in blind. Take suitable promotional materials to meet ings including your latest demo if

that applies. Identify the person ality type and slant your presen tation accordingly. Vary your speech pattern and pace to fol low your prospects. Follow up all meetings whether they result in immediate work or not, with a thank you note, or, hopefully, a contract. If your prospect asked for more information, supply this, too.

These tips should get you selling more of your music products and services faster.