Every sales encounter begins with knowing who your ideal client is and finding them. We look at how to identify and qualify potential clients as well as where to find them and what to look for. The quality of your selling conversations are largely dictated by the quality of your prospects so it’s vital to get this right.
- Who is your ideal client?
- When do they need you?
- Where can you find them?
- Before you engage – are they a prospect?
Once you’ve identified and found your potential clients, you need to move on to understanding how to engage them and then to close the sale where possible.