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Effective Selling
1. Right on Target
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?
- What specific benefits will it provide?
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?
- It is no good selling to fellow start-ups that can't afford to buy from you.
1.6 Can I get an introduction?
1.7 Who is the decision-maker?
- In a big company, do not waste energy selling to juniors with no budget authority. Try to get in front of someone with the power to make decisions and place orders.
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