Each sales call is different

Always prepare for each sales call, no matter how well you think you know the customer, no matter how successful a salesperson you become. Treat every conversation you have as though it is the first time you met that customer, so that you listen to what is being said and remain engaged.

In each meeting or conversation you have with customers and prospects, something has changed, something new is said, and there are different circumstances surrounding the context of the meeting. It’s up to you to pick up these subtle differences. Be fully focused.