10. Ask more questions and listen.

You meet with the client in order to learn as much information as possible. The more you know about his or her concerns the more you can help.However, do not forget that it is important not only what you're asking, but how you ask. Their are two types of questions, open and closed. The closed end questions are always answered with a yes or no. The open ended questions allow the client to give a long story for an answer. The more open ended questions the more information you will learn. The goal of obtaining this information is to help built trust in this new relationship. 

People will talk to you because they like you but they will buy from you because they trust you.   At IPS we help you learn with special emphasis on the correct wording of questions to create a smooth conversation and to obtain information to help when you offer your proposal.

It is best to have all your questions written down. Because you will not have to be thinking about what you are going to say and give this time to listen to what your client is telling you. This information is very important. 

Also the last thing is to write down the answers to your questions that your client is giving you. Also be ready with the objections and answers to those objections.