If you want to truly engage a prospect or client, instead of talking, it is actually more critical to listen. The key with engagement is interaction. Most (and I really mean most) people are focused on themselves and are more than ready to talk about themselves and their products. But how do you get the other person to begin talking?
Great questions lead to great interaction and will allow you to be in control of the conversation while gaining all the benefits of listening and learning about the other person.