|Right on Target|
|What Are You Trying to Do?|
|Reach the Decision-maker|
|Do They Need Your Product?|
|Emphasise the Benefits|
|Objections to the Sale|
|Closing the Sale|
Your market research and understanding of your target customer plays a crucial part in successful selling. Before you contact a potential customer (a prospect), run down a list of key questions.
1.1 Does this person or company need my product or service?
1.2 Why does this customer need it?
1.3 Do I know enough about the customer's business?
1.4 Who is the customer's current supplier?
1.5 Has the customer got enough money?
1.6 Can I get an introduction?
1.7 Who is the decision-maker?