or many independent sales agents, a large corporate infrastructure is not part of their business model. A more individual, entrepreneurial structure is the norm. While the hassles of dealing with department heads, prolific paperwork and myriads of meetings are absent, there are other challenges that face the independent salesperson.

In lieu of the support of a large organization, the sales professional has to rely on his or her own skills and strategies to be successful. What are those skills? What are those strategies? Consider adding the following to your repertoire:

Trust
The foundation of any good salesperson is solid credibility. A prospect needs to be able to believe not just in your products and service but also in you. Be honest and you'll always be able to look each prospect squarely in the eye.

Position
Effective salespeople present themselves as true experts in their respective fields. Merchants are constantly bombarded by an information overload in today's marketplace. If you can effectively and accurately decipher that information and help a merchant make sense of it all, you've put yourself in the perfect place to make a deal.

Listening
Contrary to opinion, listening is not a passive strategy. It is a powerful selling tool. Merchants don't need to hear more facts and figures. They need a professional to hear them. Rather than push your agenda, pull your prospect into the presentation. Be sure to listen with more than your ears. Engage your mind as well.

Knowledge
A good doctor makes a thorough examination before presenting a patient with an accurate diagnosis. A good seller does the same. Researching your prospect starts the process. Asking pertinent questions during the presentation will fill in the blanks with valuable information. Only then can you formulate a winning solution.

Intelligence
Working harder doesn't always mean working smarter. Making hundreds of cold calls doesn't always guarantee higher sales. Using your head as opposed to your feet or fingers at times can be more effective. Why not consider calling on existing merchants who may be unhappy with one or more aspects of their current service? You may not immediately get all of their business, but one value-added service can evolve into a strong sales relationship.

Patience
There's great truth in the adage that you must learn to walk before you can run. Before you spin your wheels going after the big sales, take small steps with smaller sales. They'll grow into larger, longstanding accounts if you are consistent in your trust, positioning, listening, knowledge, intelligence and patience. Be different.