Understands the buyer's perspective and values (e.g., personal needs, motivation patterns, buying habits, etc.). Develop a network of contacts/relationships within client/prospect. Anticipate client/prospect needs before they do. Actively engages client/prospect in developing solutions to meet their needs. Demonstrates insight to the client/prospect's decision-making process (e.g., how they buy professional services, who the key decision-makers are, and available budget). Effectively deal with client or prospect objections and barriers in the sales process.