The Law of Advance Planning
The best salespeople prepare thoroughly before every call. This principle is so simple that it is often overlooked. The hallmark of the true professional is thorough preparation, reviewing every detail, before every sales meeting. The very best salespeople are those who review their presentations and study the details of their products and their sales materials repeatedly prior to every new sales contact. The Customer's Situation The salesperson with the best knowledge of the customer's real situation will be the one most likely to make the sale. The more time you take to thoroughly understand your prospective customer and your prospective customer's situation, the more likely you will be in a position to sell at the critical moment. Sales Professionals Plan their questions in Advance There is a direct relationship between the quality of the problem focused questions that you ask a customer and the likelihood of a sale taking place. The only way of assuring that your