The Interview

The Interview is the pivotal point in knowing whether you should continue to pursue a prospect. Your questions should be designed to determine whether the prospect has a need for your product or service. Once you know they have a need, mutually decide if there a reason for them to switch from using the product or service from what they are currently using. What are the benefits in working with you?
You have the resources to research your prospect which makes it very easy to find out enough about the company before you ever have a meeting with them.
Knowing your strengths will help you through the interview. What do you have to offer your competition doesn’t have? What is your product or service going to do to enhance your prospects business? If you can fulfill their needs, you will be able to minimize the impact of your competition. Remember, sales is strictly a numbers game. Not everyone is a prospect and you should not want to work with everyone you Approach.

The Interview is the pivotal point in knowing whether you should continue to pursue a prospect. Your questions should be designed to determine whether the prospect has a need for your product or service. Once you know they have a need, mutually decide if there a reason for them to switch from using the product or service from what they are currently using. What are the benefits in working with you? You have the resources to research your prospect which makes it very easy to find out enough about the company before you ever have a meeting with them. Knowing your strengths will help you through the interview. What do you have to offer your competition doesn’t have? What is your product or service going to do to enhance your prospects business? If you can fulfill their needs, you will be able to minimize the impact of your competition. Remember, sales is strictly a numbers game. Not everyone is a prospect and you should not want to work with everyone you Approach.

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