Learn Prospects' Needs

Here are some ways to do that:

Do your homework. Prior to your meeting with the customer, do your homework to find out as much as you can about their business.

Open your mind, not your sample case. Don’t walk into a customer meeting with a pre-conceived idea of what you’re going to sell them and how you will sell it. You’ll sell more in the long run by finding out what aspect of the transaction matters most to your customer.

Listen closely. When you’re on a sales call, you’re there to gather at least as much information as you communicate.

Ask questions that provoke dialogue. Avoid asking closed ended questions that will get you “yes” or “no” answers.

Beware of questions that will slam the door shut. Instead, ask questions that will solicit key information.

Survey your customers and prospects. Use written questionnaires or telephone surveys to learn more about your customers and prospects.

Learn how to understand your prospects’ needs by watching this interactive video from the International Finance Corporation.