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Work out a set of questions, which you can adapt as required, to lead you through this process. This will help you get the information you need so you don't have to go back later and ask for something you've forgotten, which looks amateurish.

You may also need to prepare a presentation. This could be formal, in the case of a consultant to a company board meeting, or informal, in the case of a shop assistant selecting the right combination of dresses and accessories to show a prospective client. Either way, the more you prepare and the more you practise, the better you will become.

Further guides

For more advice visit www.better-business.co.uk and click on the Solution Centre to find a range of other guides under Pricing including:

• Maximising profits through pricing;
• How to make sure your prices are pitched correctly;
• The Seven Cs of Pricing.