As you lure that new prospect toward your sales funnel, take time to assess the account. Who will make the ultimate purchase decision? How do they want to received communications from you? John Barrows lists several questions that will help you qualify the prospect.
How do you communicate? How do you know if your communication is helping you get what you want or hurting you?
In sales, you are going to come across a wide range of personality types, and it would be to your advantage to know how to effectively communicate with more than one type.