O'Reilly logo

Questions That Sell by Paul Cherry

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Preparation

Putting together a list of questions before the sales call is essential. That’s because your strategy begins with determining what information you need. Before meeting with a prospective client, you should always do your homework. For example, you can access some of the popular search engines, such as Google, Yahoo! or MSN, to gather personal and business profiles on prospective clients. You should also consider accessing business directories online, such as Hoovers, Dun & Bradstreet, Leadership Library, Reference USA, Corptech, Datamonitor, Mergent, and Plunkett Research. These are good resources to understand a company’s ranking in its industry, its financial strength, its executives and their backgrounds, industry trends, competitors, ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required