FREE online courses on Selling Step by Step - Prospecting - Relating Company products to each prospect's requirements

The final step is to plan the strategy for approaching each prospect.

You should first select those of your products that seem most appropriate for a particular prospect.

Your presentation shall now be easy to construct and tailored to fit the prospect.

You should have clear idea about specific objections, the prospect may raise, and other obstacles to the sale that may be encountered.

You are now ready to contact the prospect, the only tasks remaining are making an appointment, approaching the prospect, deciding how to open the presentation, and determining how to persuade the prospect to become a customer.

 

Concentrating only on the prospects and not the suspects leads to saving of time and energy; accumulation of all possible information about the prospect; and sales presentation becoming more focused.