that they are thinking of retiring in the next few years, you might want to recommend a short-term sales solution. Or if their profits are small, you large recommendation might have to be redirected or pared down. But it’s far better to know that before wasting a lot of time on the wrong proposal.

Fact-finding has saved me from embarrassment on numerous occasions. There were times that I had to forgo an ad I already drew u

There are almost as many ways to sell as there are things to sell. But regardless of what you are selling, some techniques should be in your arsenal. The fine art of listening should be at the top of your list. As a young salesman for the Yellow Pages, I often talked right past the sale. It’s because I was so intent upon delivering my preset sales pitch, I ignored what my client was telling me. There’s a time to shut up and listen. You can help control this part of the sales call by doing your fact-finding right up front.

If your get the Q & A out of the way, the call will go smoother. It accomplishes a few things. First, the business person will feel you have a genuine interest in their company. It shows you are concerned and it shows you can absorb what is said. I always had a memo pad open and made copious notes. Even if it was just gibberish, it made the customer think what they were telling me was important. Many times I would uncover a gem or point I could relate to later in the call. It’s relatively easy to do.

You should have a basic list of questions that you ask each and every business. Here are just a few:

• How long have you been in business?
• Why did you chose to go into this business?
• Who is your biggest competitor?
• What is your most profitable product or service?
• What makes you unique?
• What is an average or typical customer worth?
• Where would you like to be in five years?

These are a few I used to ask. It also depends on what you’re selling and how much time you have. But it can help move you toward the close and uncover any objections before you get to them. For example, if the customer tells you that they are thinking of retiring in the next few years, you might want to recommend a short-term sales solution. Or if their profits are small, you large recommendation might have to be redirected or pared down. But it’s far better to know that before wasting a lot of time on the wrong proposal.

Fact-finding has saved me from embarrassment on numerous occasions. There were times that I had to forgo an ad I already drew up

en. You can help control this part of the sales call by doing your fact-finding right up front.

If your get the Q & A out of the way, the call will go smoother. It accomplishes a few things. First, the business person will feel you have a genuine interest in their company. It shows you are concerned and it shows you can absorb what is said. I always had a memo pad open and made copious notes. Even if it was just gibberish, it made the customer think what they were telling me was important. Many times I would uncover a gem or point I could relate to later in the call. It’s relatively easy to do.

You should have a basic list of questions that you ask each and every business. Here are just a few:

• How long have you been in business?
• Why did you chose to go into this business?
• Who is your biggest competitor?
• What is your most profitable product or service?
• What makes you unique?
• What is an average or typical customer worth?
• Where would you like to be in five years?

These are a few I used to ask. It also depends on what you’re selling and how much time you have. But it can help move you toward the close and uncover any objections before you get to them. For example, if the customer tells you that they are thinking of retiring in the next few years, you might want to recommend a short-term sales solution. Or if their profits are small, you large recommendation might have to be redirected or pared down. But it’s far better to know that before wasting a lot of time on the wrong proposal.

Fact-finding has saved me from embarrassment on numerous occasions. There were times that I had to forgo an ad I already drew u

it made the customer think what they were telling me was important. Many times I would uncover a gem or point I could relate to later in the call. It’s relatively easy to do.

You should have a basic list of questions that you ask each and every business. Here are just a few:

• How long have you been in business?
• Why did you chose to go into this business?
• Who is your biggest competitor?
• What is your most profitable product or service?
• What makes you unique?
• What is an average or typical customer worth?
• Where would you like to be in five years?

These are a few I used to ask. It also depends on what you’re selling and how much time you have. But it can help move you toward the close and uncover any objections before you get to them. For example, if the customer tells you that they are thinking of retiring in the next few years, you might want to recommend a short-term sales solution. Or if their profits are small, you large recommendation might have to be redirected or pared down. But it’s far better to know that before wasting a lot of time on the wrong proposal.

Fact-finding has saved me from embarrassment on numerous occasions. There were times that I had to forgo an ad I already drew u

i>What is your most profitable product or service?

What makes you unique?

What is an average or typical customer worth?

Where would you like to be in five years?

These are a few I used to ask. It also depends on what you’re selling and how much time you have. But it can help move you toward the close and uncover any objections before you get to them. For example, if the customer tells you that they are thinking of retiring in the next few years, you might want to recommend a short-term sales solution. Or if their profits are small, you large recommendation might have to be redirected or pared down. But it’s far better to know that before wasting a lot of time on the wrong proposal.

Fact-finding has saved me from embarrassment on numerous occasions. There were times that I had to forgo an ad I already drew u

that they are thinking of retiring in the next few years, you might want to recommend a short-term sales solution. Or if their profits are small, you large recommendation might have to be redirected or pared down. But it’s far better to know that before wasting a lot of time on the wrong proposal.

Fact-finding has saved me from embarrassment on numerous occasions. There were times that I had to forgo an ad I already drew up based on what I uncovered during this discovery mode. Once, a Chinese restaurant told me that green was a bad luck color for them. I had to ditch the ad with the green headline that therefore remained in my bag. Instead, I simply redrew an ad using red and gold markers after they told me they were colors of good fortune. Use the facts the client gives you to back up your recommendation and move toward a positive outcome.