What are the 8 rules I need to know to move a sales meeting along?

Rule #1: They flatter the prospect’s ego without seeming smarmy.
Bad: “Where you did you buy that elegant suit?”
Better: “What are your secrests to learning so much about this industry so quickly?”

Rule #2: They show respect for the prospect’s unique knowledge.
Bad: “What’s the reporting structure of your department?”
Better: “What was the thinking behind your organizational structure?”

Rule #3: They don’t sound like a question from a job interview.
Bad: “Where did you work before you came here?”
Better: “How have you been able to use your experience here?”

Rule #4: They provide an opportunity for the prospect to expound.
Bad: “Do you have a budget?”
Better: “What’s the process for securing a budget for this type of product?”

Rule #5: They provide a change of pace from the prospect’s day-to-day routine.
Bad: “What are your responsibilities in the organization.”
Better: “What is the most satisfying aspect of working here?”

Rule #6: They provide a smooth launch pad into the next topic.
Bad: “Are my competitors calling on you?”
Better: “Can you step me through your decision-making process?”

Rule #7: They build on something the contact just said.
Bad: “Not to change the subject, but are you interested?”
Better: “Based on what we have discussed, how can we best work together?”

Rule #8: To uncover past/current problem with suppliers and an opportunity to let you solve it

Bad: Are to having any problems with your current supplier?

Better: If there was one thing that could make your life easier with your current supply arrangements what would it be?