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How to hit the mark with prospects

The first time you call a prospect, your real goal is notnecessarily to sell that first idea--it's to gather accurateinformation about the prospect. That way, your subsequent ideaswill hit the mark.

As you gather information, you're also accomplishing severalother things. You will make a strong first impression bydemonstrating a willingness to invest your time in a study of theirneeds. You will also establish yourself as an idea resource. If youbring prospects something of value in return for their time, theyare likely to see you again. Above all, your idea will provoke adiscussion about the prospect's needs, goals and opportunities.It's through that discussion that you'll learn what theywill buy from you.

Excerpted from Creative Selling: Boost your B2B sales

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