Are you paying attention?

Great salespeople are brilliant consultants. Ask questions searching for needs and personal wins, and listen. Remember you have 2 ears and one mouth for a reason. Ensure you have understood the needs before starting the sales pitch. Focus on the benefits for the customer prospect at the end of the day. Think about their personal wins, and what will mean for their company.

Qualifying Prospects

Ask questions to find out how hot this prospect really is, and use this to prioritise which prospects to focus on.