Hey I found this nice article from zeromillion.com and thought of sharing it with you.
You know a great concept in selling is to let your potential clients sell themselves on your products. This relieves you from the burden of selling. Let counter questions become your answers and this will become an effective tool. But you must follow the policy of “Question 3-legged stool”. The three legs are ask the right questions, listen to answers and have a genuine intent to solve customer problems.