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.