Have you ever seen a prospect that you know needs your help, but they just don't seem to understand how bad their IT is? Here's how start a conversation with them in a friendly, productive way, plus position your company as the one who can help them.
Ask this question at every initial sales meeting so you know precisely what your next steps should be and who else needs to get involved to secure the sale.
If you do good consulting work, a client or prospect may want you to start on a new project right away even if you're already booked. Here's how to get them to delay the start date until you are available and make them feel good about the decision.
Someone asks to pick your brain over coffee. Then they grill you with so many in-depth questions that it turns into an impromptu advising session. Read these creative responses so you don't give away too much of your valuable knowledge for free.
What a prospect says may be different than what they are thinking. Some people keep a poker face as a negotiating technique, while others may be trying to politely hide their disinterest. Learn some of the common body gestures that may suggest what is actually on someone's mind.