The right approach to Sales works differently with people. A good product that you believe in is essential if you want to get behind your work.
A look at your Marketing Strategy with your prospects helps determine who to work with and who is a better client match. Together with your network of friends and business network are close connection of available work. Beyond this are possible connections of more clients.
Research on the client with enough depth creates ideas to create the basis for the right approach to potential clients. With Research the bright side of sales is maybe more subtle, honest and when appropriate, involves a sense of Humor.