[indymike]

When I started my software development career, sales paid 2x what engineering did, so I started in sales and did it for about five years... until I could make a living coding. This article is excellent!

1. Ask for the sale.

2. Listen... and especially listen for buying signals... and when you get one STOP selling.

3. Build more than one relationship. People leave. Have a backup champion.

Only one thing I'd add: Don't linger on lost deals. In the time spent navel-gazing, you can find and least two more prospects.