6. Be fully prepared.

Do everything to prevent an interruption during your conversation with a client. As a minimum, turn your mobile phone off, and tell the client that his time is very valuable to you therefore you are going to turn off your phone. and hope he does the same. Plan the conversation and any objections (in the classroom we prepare for all events during this conversation. If you are afraid to hear a question from the customer that you cannot answer, it is alright to tell him you think you know the answer but you would like to check to be sure this is the current correct answer. Therefore you can call him tomorrow with the correct information. This also gives you a reason to build trust that you do what you say your are going to do. This will help to eliminate fear and negotiate safer. Fear binds you, and customers feel it. Be prepared with all the information that will be necessary for this conversation. That will include all the necessary documents, forms, reference materials including a contract. It is better to have then prepare in advance so you have time to go over the information.