This is another piece of information from Blair Enns, who runs a sales training agency called "Win without Pitching".

There are four conversations that you have with your prospects at various times. Sometimes, these are all compressed into one meeting, other times, they may spread over twelve meetings or phone calls. But there are four styles of conversation that you have, and you need to recognise which one you're in, so you can use the right tools to move forwards.

The four are:

• proving yourself

• qualifying the lead

• determining the value

• the transition

I'll talk about those later this week.

Take action: Do you have a map of the conversations you have with your leads and prospects?