Listen Actively
	Ask your customer a question, and then really listen to their answer.
	Be courteous. Let them speak. Don't assume that you know what they are going to say.
	Ask permission to take notes. Customers will see this as you showing respect as well as wanting to be accurate.
	Listening actively means you're speaking less than 40% of the time you are with the customer.
Control the Conversation
	Control the flow of the conversation by asking Open and Closed questions. Open questions encourage the customer to continue speaking, and may surface additional needs and wants. "How have you done this in the past?" "What concerns do you have?" "How does your company select a vendor?" Closed questions focus the customer on a specific response. "Is this a busy time of year for you?" "When should we meet?" "How much does this cost?"
	Show how personable you are. Use the customer's name at least three times during a sales call.
	Use your time with a customer to discover their needs and wants, instead of delivering a canned presentation that may be meaningless to them.
	Let the customer have their say – give them the floor.
	Talk about benefits and results not products and services.