Give your prospect homework

Give your prospect homework. A prospect expects you to do your homework. You are expected to put together a proposal that clearly demonstrates why your products and services are superior to the competition. Your information is expected to be complete. You are expected to anticipate and answer all the questions the prospect may have for you. However, there is critical information needed for a successful sale that only your prospect can bring to the table. How much is in the budget for the purchase? What is the decision process? What is the timeframe for the decision and the delivery of the solution? What quantity is needed? What features are needed? How should the solution be custom-tailored? You cannot answer these questions. The prospect needs to answer them. Therefore, they have homework to do. Determine what information you need from the prospect and give them homework. Ask them for a date you can expect to have the answers. Not only will this give you the vital information you need to present your solution most favorably, it also gives you respect in the prospect’s eyes. It puts the two of you at equal footing. Give your prospect homework.