You've found your future client. You've made an initial contact and they've shown a certain level of curiosity about your product, service, or offering. Now, you move to the next step. You need to determine whether or not they need what you are offering and can really make a decision.

One of the biggest mistakes people make when they try to convince or persuade others is going into a full-blown presentation before they know that the listener is a qualified decision-maker. There's nothing worse for either of the people involved in a conversation than to be caught up in something that is a total waste of their valuable time.

Taking just a few minutes before beginning any presentation to ask four or five qualifying questions and listening to those answers can save you a lot of time and embarrassment. But how do you get started asking those questions? Think of yourself as a detective, a gatherer of information to solve the mystery of your future client's buying needs. Here are a few strategies to help you get started:

1. Keep yourself out of the limelight. Never presume to be the smartest person in the world - let the situation be the star, explaining it in great detail to the future client.

2. Always take notes. Taking notes is vital, but don't rush to get every word of vital information. Jot things down casually. Don't bring a notepad that is large and threatening, but rather, one that is small enough to fit into your pocket. Refer back to your notes again and again to help direct your efforts.

3. Always make the client you're questioning feel important. Let your future client know how accommodating they are to let you impose on their busy schedules. Thank them profusely for their time and the information they provide.

4. Pay attention to both verbal and non-verbal responses. Notice how people tell you what they have to say, not just with words, but with their body language. Evaluate not only their posture, but also what they're wearing and the surroundings they spend their time in.

5. Relieve any tension your questions create.

6. Use non-threatening language throughout your questioning process. Don't create 'scary' images while you chat, and avoid using sales jargon that your future client won't understand.