Forget your prepared list of questions...

When preparing for your sales meetings...

Forget that list of questions you're going to ask.

*Instead, write down the information you need to find out*

To do this properly you need to know EXACTLY what you're looking for.

If you're not clear, spend some time clarifying this.

i.e.

- what specific problems do you solve in their type of business?

- what's causing these problems?

- what's the cost of inaction?

This will result in more organic & meaningful conversations...which will keep you on track and feel much less like an interrogation.