o
o
o
o
o
o
Questions about the
prospect's company's
buying center
o
o
o
o
o
o
o
o
Other
Questions
o
o
o
o
If I don't
make the sale
o
o
Who are its primary customers?
How big is this prospect's company?
Where does it rank in its industry?
Who is the actual decision maker?
Who handles the purchase process?
Who else influences the purchase
process?
What are the backgrounds and personal
interests of each person in the buying
process
Is the company's staff well informed?
Can we help this company's staff
develop more expertise?
Does any in my company know anyone
in this company?
How often does this company buy my
type of product or service?
Who is this company's competitor?
Does my company do business with
that competitor?
What plans does the company have that
could affect future need for my
product?
How well is this company satisfied with
its present supplier?
Does this company's potential volume
of business suggest a personal call, a
telephone call or a letter?
Do we (or can we ) use their product or
service?
Can I get a referral to another
department?
Can I get a second appointment?
Will they seriously evaluate my
proposal?
Gain a Personalized Sales Interview
with the information gathered above.
Predict Likely
Objections
o
o
o
Your past experience
Your company's training
The preapproach information gathered