A lot of salespeople are good at organizing. Some are even good at strategizing. But very few know how to use those skills to devise an effective, repeatable plan for gaining commitment from customers—a plan that begins to take shape before you make your first sales call.

If you can’t answer these questions before the call, uncover the answers during the call.

The more you know about your client’s business before the call, the better equipped you are to ask excellent questions that uncover needs your products can address and that tell you how to present them in the form of a solution. Before making a sales call, do some digging (on Web sites, for example) to answer the questions on the prep list below. If you can’t answer them all before the call, at least you’ll know what information you need to dig for during the call…

Duane Sparks

About Duane Sparks

Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).

Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).