Podcast 8 – What are their issues? Questioning to find their needs Part 1

What are their issues? Be prepared with your standard fact finding questions Be prepared with your research on the company Have flexibility and confidence to take the conversation down many paths Listen to the prospect but control the meeting You are asking the questions.  When/if they ask, answer but find out why they asked that question.  Stay in control Find out their approval process, possible hurdles, organizational approvals trial close Close for the next steps and timeframe.