Effective sales prospecting for sales involves articulating value and building trust and rapport. You must have a firm understanding of your own company, your product and your service. Turn chaos and confusion into sales success by preparing successfully.

Knowing the answer to crucial questions will help you prepare and turn prospects into clients. Examples of crucial questions:

Who are the key personnel in your company that will help you when you have an issue in the sales process?
What unique capabilities or unique value propositions does your product/service provide?
What is the mission statement of your company?
What are your companies discounts, pricing and benefits policies?
How does your product compare to competitors in terms of quality, price, delivery, and value?
What might prevent a prospect from purchasing your product or service and what can you do about it?

The Sales Coaching Institutes Consultative Selling Video Training Series.