Someone went up to me before and said: “If sales is like dating, that means marketing is flirting.”
When you meet with a client, do you come prepared with a few questions to ask before, during, and after the meeting?
When you are sitting with your prospect you want to make sure they get high value out of their conversation.
How do you quantify a solution that is entirely service based? When you show the prospect the price, how do you show a return on their investment when they aren't receiving a tangible good?
What are your clients actually buying? They aren't purchasing the product or service that you are providing, that is just the gateway to what they will ultimately receive. For every feature that your product or service has ask, "So What"? Why would the client care? What are they really after? Sell the client on the ultimate goal and then use your product or service as the means to get there.