Question for the B-to-B veterans

I fully agree with the approach of developing a customized solution for each prospect's situation. Indeed, trying to close them with a solution during the qualifying phase would be highly counter-productive and greatly compromise one's credibility and commitment to solving the prospect's problem(s).
I'd even go so far to say that even if you are receiving heavy buying signals during the initial consultation, it's important to resist that temptation to close - at least if using a consultative approach. Not closing during this first meeting, regardless of whether you could or not, will make the prospect much more willing to provide you with referrals of others who would also want to take advantage of your free consultation services.
Thank you for your productive input, Mike Rodman. Can I call you Mike? :o)