Master the Art of Appointment Making and Master the Art of Selling
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praising a competitor who may have caused major troubles for the prospect.
Be proactive: Fill-in any gaps that might exist in your research by asking for a tour of any and all areas where the products you sell operate or may be serviced. Note the numbers, types, and condition of any and all items no matter how much – or how little – they may be used. Find out who performs service and ask whether the customer is satisfied with that service.
Learn everything you can about decision-makers. What are their short-term goals? Long-term goals? Which is more important? Total cost? Customer service? What about your contacts? Are you dealing with someone who could be on the way to retirement in the near future? If so, who’s the heir apparent?
Find out how the buying process works. Who are the people involved in equipment
