2.       When you spot interest, determine if the client can afford you. A gentle way to probe is by mentioning another happy customer, the amount spent and the problem solved. Then, ask about price. Here's an example: When XYZ Company bought this solution they spent around $5000. It was money well-spent because departmental productivity increased by 10%. Would you consider spending $5000 to increase productivity by 10%?

3.       Buyer resistance is normal so prepare for it. In a sales call, start by acknowledging and addressing potential buying arguments. Doing so disarm buyers and opens their mind to discussion.

4.       What do you want buyers to notice and remember? Design five questions to plant specific information and draw positive attention to the benefits you want to highlight.