Any job in sales or a successful career in business requires being able to create small talk. No one likes to lead off a sales call with business. I've made the mistake of doing this in my first couple months on the job. I knew better but for lack of better planning I spoiled several good opportunities by leading off with canned sales talk. There is no formula for successful small talk however there has to be some tips and tricks everyone uses to make it easier. Small talk doesn't really come natural to everybody...like all skills it has to be developed. I've learned to somewhat pre-plan small talk by looking at the prospect's LinkedIn page or reading news relevant to the prospect's position on the morning of the call....even as simple as looking at what they display in their office when the meeting takes place there. What do you do?