If you're asking questions, the client is talking. Amazingly, clients pay attention when they are doing the talking. Ask questions about their history, their objectives and their future. You may want to research the organization ahead of time and develop a few questions based on what you have learned. This says you have done your homework and you care about who they are.
Many people instantly picture an individual with slicked back hair and heavy cologne.
Change the world's perception. When you're setting your appointments, tell your prospect you're coming to meet him or her to learn about their organization and see how you can meet their needs. Study this beforehand and base some of your questions on your findings. They sit down. No vomit this time.