I'm often asked, "How do I get an appointment with my potential customer so I can tell him what I have to offer?" The reality is your first appointment with a prospective customer should be more about asking questions and listening and much less about telling.

You will want to think about the questions that will help you really get to know your prospective customer. Here are some questions you may want to ask:

• What are their biggest challenges?
• What do they do about these challenges at the present time?
• Who do they look to for help solving these challenges?
• If they use a competitor, what one thing would they change about the product or service they are currently receiving if it were possible to be changed?
• What are their vision, mission, and values?
• How would they like their challenge(s) to be solved in a perfect world?
• What are their promises to their customers?
• How can you help them deliver on these promises?
• How can you help them be successful?
• What do they think of you compared to your competitors?
• How could you position yourself more favorably?

When you know the answers to most of these questions you are in a good position to begin selling.

You will need to be able to explain to your customer how you can help them solve their challenges and how your solution is better than the solution of your competitors. You will also need to know and be able to explain how your company and you bring value to your customer.

Action steps

1. Plan your questions related to your target market.
2. Ask these questions when you get in front of your target market.
3. Use the answers to these questions to help guide you when you get to the point of closing the sale.