Know Their Objectives

Know Their Objectives
By Carleadbest

One of the easiest things for you to learn is 'why' people are meeting with you. They are looking for something. They have a set of goals or objectives, a or a problem they want solved. Ask and you will be rewarded with their business. It is truly amazing what people will tell you when you simply ask them what they are seeking:

“What are you trying to accomplish?”
“Who are you trying to protect?”
“Why is that important to you?”
“Where would you like to go with this?”
“How would that effect your plans or situation?”
“When would you like to be able to…?”

And there are a host more questions you can easily ask about their specific situation.

Before you can make a sales presentation and close a sale, you need to know why these people are meeting with you. What are they seeking? Where are they focused? What will make them happy?

“It's not the answer,
it's the quality of the question!”