How can you tell if a meeting is going well? It's probably on the right course if your prospect's doing most of the talking. Some new entrepreneurs believe a sales meeting calls for them to razzle-dazzle the prospect, throwing out a lot of information as quickly as possible. On the contrary, unless you're making a presentation, a prospect meeting requires you to ask good questions, listen thoughtfully to the answers, and respond with benefit-oriented information that shows prospects how your business can help them achieve their goals.
Ask a combination of closed-ended questions (to uncover facts) and open-ended questions (to reveal the emotion behind the answers). Share case histories that demonstrate how you've solved similar problems for other customers. There's rarely a cookie-cutter solution to any sales challenge. Every prospect has different needs. You must uncover those needs and the rationale behind your prospect's objections to successfully close the sale.