When you enter a store and you hear: "Let me know if you need anything," the store is just hoping to do some selling.
When you hear, "Have you been here before?" and "Let me tell you about our store," that store is strategically selling.
One way to add strategy to your selling is questions. Pre-determine the questions you need to ask in order to determine if (a) the person/company you're speaking to needs your services and (b) if you can actually help them.
No sense attempting to sell someone who can't afford you, doesn't need you or you can't actually really help, right?