Tip 5: Get comfortable with being uncomfortable.

As a salesperson, you have to get comfortable having uncomfortable conversations. That can come from a client that’s resisting new technologies or services, or the solution provider feeling it doesn’t have all the answers for a client. However, if agent partners can get past the discomfort, they stand to build better relationships with their customers, Bremmer said.

"You might have to demonstrate the seriousness of a situation – (such as asking) them what their plan is if they come to work and see that the building is on fire … that's a good way to have a conversation about hosted PBX, for example," he said.

It's also a good way to build a reputation as a client’s trusted advisor, Bremmer said.

"That way, the next time [another provider] comes in with a lower price, the client won't even look at them," he said.