Preparing for the sales call
Sales representatives can improve their preparedness by asking and answering for themselves questions such as:
What data might help me engage and intrigue my prospect?
Source: Steve Young, sales consultant
What is the main objective of my meeting with this prospect?
What possible issues might be influencing my prospect’s buying decision?
How can I create desire for my product in my prospect?
What questions might my prospect ask me and how will I answer?
What hurdles can I anticipate between where the sale is now and finalizing the sale?
How will my presentation help my prospect understand the value I offer?