ny sales professional worth his or her weight in residuals knows that it's not what you say, it's how you say it. Walking in with the hottest product and/or service on the market won't earn a sale if it's not presented properly ... and that presentation starts with you.

Ask yourself the following questions if you find that prospects are showing you the exit rather than extending a hand.

Do you make a good first impression? As you start talking to a prospect, that prospect is forming a mental picture of you as well as your products and services. Speaking slowly with a smile sets a relaxed tone reflective of your positive self.

Are you thinking before pitching? Take the time to mentally formulate your presentation before opening your mouth. Now is not the time to talk fast. It gives an impression of nervousness. Once you've established the pitch, you can change the rhythm to build momentum.

How relaxed are you? If you're speaking with pursed lips, a locked jaw or a tight throat, the prospect will see a tough talker who's not flexible. If you want to show flexibility, ease your facial muscles.

What do you sound like? If you're speaking in a monotone, you're sabotaging your presentation. Rather than sound boring, stimulate your sales pitch by using the full octave range of your vocal chords. Practice raising or lowering your pitch to effectively make a sales point.

How are you saying it? If your pitch incorporates highly technical jargon or insider buzzwords, it will fall on deaf ears. Instead, speak with clear, concise vocabulary that your prospect not only can understand but can relate to. Understanding leads to action.

Are your eyes talking? If you're doing a face-to-face presentation, then look directly into your prospect's face. Eye contact is critical. It says you're focused on your prospect. It says your prospect commands your full attention. It says your prospect is that important.