It's best to have the goal in mind - the sale. So let's start from the end and work backwards.

1.How to make the sale?

Get all the powerful people - especially the most powerful person to commit to your offering. This is the person with the ability to say yes and it happens. Don't be fooled by those who can say no. Anyone can get you eliminated.

a. If it is a business sale, there may be lots of people involved. The ultimate decision-maker is usually in the executive suite, and listens to associates and subordinates.

b. If it is a consumer sale (car, house, personal item), determine who has the power - husband, wife? Children can be significant influencers. Emotional buys happen, but will be returned unless the power and influences are synchronized.

2. How to get powerful people to commit?

Ask for the commitment. i.e. "Since you're feeling good about what we've just discussed, can I have your commitment that you will support me/my company.

a.If s/he says "yes", you've won a vote - not the sale - unless it's the person with the power to say yes and it happens.

b.If s/he says "no", ask "How come?" i.e. "Seems like you have some concerns. Please explain"

3.How do you know what s/he is feeling?

Ask the magic question - "How do you feel about what I've just presented?"

a.If s/he feels good - that great - go for commitment. See 2 above.

b.If s/he doesn't feel good or shows signs of hesitation/objections, ask "What's the issue." See 2b above.

4.How do you know what to present to make her/him feel good?

Ask questions about what s/he wants/expects. "What would the perfect solution look like to you?" "What will it take to get your vote?" Stop talking and listen. Then base your presentation on what s/he has said.

a.Be sure the answer comes from this person. The biggest mistake is to ask others what someone else wants/expects.

b.If s/he doesn't say the things you think s/he should be concerned about, expose and entice, i.e. "Are you aware