Granted 80% of your clients will likely ask you the same questions about your product but what about that other 20%? Don\u2019t you want to serve their needs as well? Get your product knowledge down.<\/p>\n
2. <\/strong>You need knowledge of your current inventory. You never know when a chance encounter will find you facing someone with a desire and the means to purchase multiple quantities of your product. How embarrassing would it be to make the sale, then have to tell them your product is on back order?<\/p>\n 3. <\/strong>If your product is one that requires some folks to finance it over a series of payments, what type of financing is available? How many ways do you know of for them to afford and own your product today?<\/p>\n 4. <\/strong>Do you know if this person you\u2019re investing your valuable time with is qualified to own your product? If not, what are a few questions you can ask (in a very polite and non-judgmental way) to determine the answer?<\/p>\n 5. <\/strong>Is this person ready, able and willing to make a decision today? Too many salespeople waste time presenting to people who have no intention of owning their products or at the very least no intention of owning today. They are just \u201cresearching\u201d the product or \u201cinterested\u201d in it.<\/p>\n How easy it is to work this question into your conversation, \u201cIf this product is right for your needs, how soon do you expect to make a buying decision?\u201d \u00a0Get the answer to this question early in your client meetings and you\u2019ll have the knowledge you need to maximize your efforts with them.<\/p>\n If you don\u2019t have this knowledge, you don\u2019t have what\u2019s necessary to close a sale. This knowledge will indicate to you how to work with each and every potential client.<\/p>\n – Tom<\/em><\/p>\n
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