3. Listen: When you have asked your questions Shut Up And Listen! You need to listen to the full answer - so when you ask a question really listen to the answer. When the other person has stopped speaking wait for 2-3 seconds - there could be more and it could be the information that makes the difference.
4. Have a Goal: Make sure you have a clear defined goal for the call or meeting. It needs to be the next step on your Sales Process. Unless the other person is asking to buy don't try skipping steps in your Sales Process. Focus on your goal and stick to it.
5. Adapt: Be flexible - know you business objectives, meeting objectives and call objectives but remain flexible. All your actions should be designed to increase choice and flexibility. People with the greatest flexibility have the most opportunities to succeed. Allow the person the space to buy by remaining flexible and adapting to their needs and wants.