 all this together as second nature to work for you.

You have to learn everything you possibly can about your customer's business, about both the products and the firm, as well as about the industry and your competitors and their products. The more you know before your first call the more effective you will be and the more confidence you will have in dealing with your prospect.

Look for information in the logical connections to your customer's business. Here are a few examples of where to find information:

1. People in your own company who have sold to that prospect.

2. Starting with the smallest firm in that industry, study it carefully and work your way up to the larger companies.

3. Talk to non-customers in the same industry with similar problems.

4. Talk to non-competitive suppliers who sell to that company.

5. Talk to people in the trade association for that industry.

6. Read all the available trade publications.

7. Consult industry experts such as management consultants and lawyers.

8. Read the companies own publications such as annual reports, 10Ks, newsletters and speeches.

This is the way you earn the right to sell, by becoming informed in advance. With this knowledge at your command you're ready to approach your customers and say, "I have ideas that can help you."

But you have to talk to the right person. Do the detective work to find out the right person or persons to talk to. It will save you a lot of time and disappointment to know this in advance. Ask people in your company who have contacts. Ask other industry or trade group contacts. Don't stop until you have a good idea who the persons are who can directly influence the purchase of your product or service. And once you make contact, don't be afraid to ask who else should be involved.

Next, plan your approach to position yourself as a problem solver, someone who focuses on results and the benefits of your product to the customer. As someone used to say, "If you can see Joe Jones through Joe Jones eyes, you can sell Joe Jones what Joe Jones buys."

Be prepared to listen to the customer's problems and where he wants to go with his business. Your challenge is to discover problems the customer has that are profitable for both you and the customer to solve. In every case, the value of the solution to the problems must be greater than the cost of your product or service. In
all this together as second nature to work for you. 

 You have to learn everything you possibly can about your customer's clientele, about both the product and the firm, as well as about the industry and your competitors and their product. The more you know before your first address the more effective you will be and the more assurance you will have in dealing with your prospect. 

 Look for information in the coherent connections to your customer's business. Here are a few example of where to find data: 

 1. People in your own ship's company who have sell to that prospect. 

 2. Starting with the smallest firm in that diligence, study it carefully and knead your means up to the larger company. 

 3. Talk to non - customers in the same diligence with similar problems. 

 4. Talk to non - competitive suppliers who sell to that company. 

 5. lecture to citizenry in the trade association for that industry. 

 6. Read all the available trade publications. 

 7. Consult industry experts such as management adviser and lawyer. 

 8. Read the companies own publications such as annual report, 10Ks, newsletters and speeches. 

 This is the way you gain the right to deal, by becoming informed in advance. With this cognition at your command you're ready to approach your customers and say, " I have ideas that can help you. " 

 But you have to talk to the right person. Do the detective workplace to find out the good person or persons to talk to. It will save you a lot of time and disappointment to acknowledge this in advance. Ask people in your ship's company who have contacts. Ask other diligence or trade group contacts. Don't stop until you have a good mind who the persons are who can immediately influence the purchase of your product or service. And once you form contact, don't be afraid to ask who else should be involved. 

 Next, plan your approach to put yourself as a problem solver, someone who focuses on results and the benefit of your product to the customer. As someone used to say, " If you can see Joe Jones through Joe Jones eyes, you can deal Joe Jones what Joe Jones buys. " 

 Be prepared to heed to the customer's problems and where he wants to go with his business. Your challenge is to discover problems the customer has that are profitable for both you and the customer to clear. In every case, the value of the solution to the problems must be greater than the cost of your product or service. In
 alp this together as secona nature to work for ymu.

You gave to uearn everything you possiblb cab aboyt your customer's busivess, aboun both thw prieucts and vge firm, as wemp as ebout the indusjry and your competitors atd tkeir products. The more you know befowe your flrst call the iore qffedniye you will be and the more confjdence jou will have in cealing with your prospect.

Pook for information ij the logicql cjbnections to your customer's busineas. Here are a few examples of wfere co find infirnatlmn:

1. People ii your own company who hava sold yo that prospegt.

2. Stertibg with the smallest hirm in that industri, study it ccrefully and work youe qay uk to dhe uqrgdr dokpznies.

3. Hali to non-cuatomers in rhe same industry wotr similar probmems.

4. Twlh to non-competitive suppliers who sell uo thzt company.

5. Talk to peopoe in the trade assoclation fow that industry.

6. Read all the available trade publhcatikvs.

7. Einsulg ijdustry experts such as management consultantf amd lawyers.

8. Read bhe companies own luhlosations such xs annbzl reports, 10Ks, newslehters agd spweches.

Thif is the way you earn the right to sell, by yeciming informed in cdvance. With thix knoeledge at your command vou're deady to aporoach yohf customers and ray, "I have idtxs that can help rou."

But yon havz to taly to the ryght persoj. Do bve detective work ho fiud oud the righh person or persons to talk to. Mv will save ypu a not of tnme anc disappointmqnt to know thns in adrance. Xsk people in youc company whj have contacdd. Ask other mndustry jr teade group zuntacts. Don't syop until you have q good idea who thc perrkns are who can ditwctly influencr tfe [ugchese os your producd or seffice. Xnd onct yij male contact, don't be axrais to ask who else xhjuld be unvolved.

Gext, plan yout approach to posiuion ymurrelf ss w problem solver, someone who fkcuses on refults and thq bekefijs of your 'roduct to the customer. As someone used vo say, "If you can see Jie Jones through Jog Jpnes eyes, ypu cag sell Joa Jones what Joe Jonws buys."

Be preparec to listen to the cuatomer'v prohlems and where he wants to go with his business. Your challenge is to disxover 'rjblems the dustpmer vaf that wre 'rufitable for botn you and the customer to solve. In everf ease, the value of the solutiom go the probleos must be greater than fhe cost of your product or service. In
all this together as second nature to you. have to everything you possibly about the products and firm, as well about the industry and your competitors their products. The more you know before your first call the more effective will be and the more confidence you will have in dealing with your Look information the connections to your customer's business. Here are a few examples of where to find information: 1. in your own company who have sold to prospect. 2. Starting with smallest firm in that industry, it and work way to larger companies. 3. to non-customers in the same industry with similar problems. 4. Talk to non-competitive suppliers who sell to company. 5. people in trade for industry. 6. Read available trade publications. 7. Consult industry management consultants and lawyers. 8. Read the companies publications such annual reports, 10Ks, newsletters and speeches. is the way you earn the right to by becoming informed in advance. With this knowledge at your command you're ready to approach and say, "I have that can help But have talk the right Do the detective work to find out the right person or to talk to. It will save you a lot of disappointment know this in Ask people in your who contacts. Ask other industry group Don't have good who the persons are can directly influence the purchase your product or service. don't be afraid to ask who else should involved. Next, plan your approach to position as a problem solver, someone who focuses on results and the benefits your product customer. As someone used to say, "If you see Joe Jones through Jones eyes, you can sell Joe Jones what Joe buys." prepared to to the customer's and where he to go with Your challenge to problems that are profitable for both you the to solve. In every case, value solution to the problems must be greater than the cost of your product or service.
 all this together as second naTure to work For yoU.

YoU haVe To leArn eVerything you poSSiblY can about your customer's BusinEsS, AbouT BoTh the ProductS AnD THe fIrM, aS weLl AS aBout tHe iNdustry And your comPetItOrs and their pROdUcts. The morE yoU know before yOur First cAlL thE More eFfeCtive You wilL Be and tHe more conFiDEnce yoU Will havE IN dEaliNg with your prospecT.

loOK for informatioN in the LoGIcAL ConNecTions to youR cUstomER's businESs. hERE arE A few examples oF where to finD InfOrmatiOn:

1. peoPLe in yoUr own CoMPanY who have solD to tHat prospeCt.

2. StarTIng with THe smallEst firM in ThaT indUStRy, StuDy IT caREfUllY And Work your WaY uP to thE larGER COmpaNieS.

3. TalK to noN-customers in tHe sAme iNDusTry wiTh simIlar PrOblemS.

4. Talk tO non-cOmPetitive supplieRs whO sell to thAt cOmPanY.

5. TAlk to PEople iN thE trAde assoCiation FOr tHaT INDuStry.

6. Read all the avaiLaBLE tRade publIcatioNS.

7. COnSUlt indusTrY exPertS SUch as ManaGEmEnt consuLtants ANd LaWyers.

8. ReAd The comPaNieS owN publICatiOns sucH as annuaL repoRTs, 10Ks, newsletterS And speeches.

ThIS iS THe WAy yoU eaRn the right tO selL, By beComiNG iNfoRMed in AdvanCe. wItH This knowledge at your CoMmand yOu're rEady to approacH your custoMERS and say, "I Have IDeAS that can help yoU."

But yOu have to taLK to the riGht peRson. Do thE detectivE WOrk to finD ouT thE riGht PERsOn or persons to TALk to. it Will savE yoU a lot of TimE anD diSapPoIntment to Know this In AdVaNcE. AsK peopLE in your cOmPanY wHo hAve coNTacts. ASk othEr inDuStRY or Trade grOUp CONtacTs. doN't stOp uNtIl you Have A GooD idea whO the persoNs aRE who CaN dIrectly Influence the pUrChase of youR pRodUct or sERVice. And oNce you make contact, don't be AFraid to Ask Who elSe shOuld be invOlvEd.

Next, PlaN Your apProach To posItIon YOUrselF AS a ProBlEm solver, soMEOne Who foCuSes oN resultS and the benefits of yOUr pRoduct to the cuStoMer. AS SOmEonE UsED to SaY, "if yOU Can see Joe Jones tHrough Joe JOnES eYes, you can sELl JOe jones whAt Joe JoNes buYS."

Be prepAred to lisTen to the cUsTomeR'S ProBlems and whEre he wanTs to go witH His buSInEss. YoUr cHallenGe Is tO discOver prOBleMs the CustomEr Has thaT are pRoFitable fOr both you and the customer To solvE. In evEry Case, the vaLue OF thE solution To thE problems mUst Be gReateR thAN the cOst oF YoUr pROduct Or seRVice. In
 all this together as seco nd natureto wo rkfor  y ou.
You  have to learn ever ything you possibly ca n abo ut your cu stome r's bus i ne s s , a bo ut  bo th th e pro duc ts andthe firm,aswe ll as aboutt he  industryand  your compet ito rs and  t hei r  prod uct s. Th e more you kn ow before  y o ur fir s t callt h emore  effective you wi l lb e and the more  confi de n ce y ouwil l have inde aling with yo u rp r o spe c t.

Look forinformation inthe lo gi cal connec tions  t o  yo ur customer 's b usiness.Here a r e a few example s of w her e t o fi n din for ma t ion : 
1.P eop le in yo ur  o wn co mpan y w h o ha vesold  to t hat prospect. 

2 . St a rti ng wi th th e sm al lestfirm i n tha tindustry, study  itcarefully  an dwor kyourw ay uptothe  larger  compan i es. 
3 . Ta lk to non-customer si n  t he sameindust r ywi t h simila rpro blem s . 

4.Talk to  non-com petiti v esu ppliers  w ho sel ltotha t com p any. 

5. T alk to p eople in the trade a s sociation for th a t  i n dust ry. 

6. Read a ll t h e av aila b le  tr a de pu blica ti o ns . 

7. Consult indust ry  exper ts su ch as managem ent consul t a n ts and l awye r s. 
8. Read the c ompan ies own pu b lication s suc h as ann ual repor t s , 10Ks,new sle tte rsa n dspeeches.

Th i s  isth e way y ouearn th e r igh t t o s el l, by bec oming in fo rm ed  i n a dvanc e . With t hi s k no wle dge a t  yourcomma nd y ou 'r e  re ady toa pp r o achyo ur  cus tom er s and  say ,  "I  have i deas that  ca n  hel pyo u."

Bu t you have to  t alk to the  r igh t pers o n . Do the  detective work to find out the  ri ght p erso n or pers ons  to ta lkt o. Itwill s ave y ou  al o t oft i me  an ddisappoint m e ntto kn ow  thi s in ad vance. Ask peoplei n y our company w hohave c on tac t s. Ask  o t her i ndustry or trad e group co nt a ct s. Don't s t opun til you  have a  good idea wh o the per sons arewh o ca n dir ectly infl uence th e purchas e  of y o ur  prod uct  or se rv ice . And  oncey oumakecontac t,  don't  be a fr aid to a sk who else should be i nvolve d.

N ext , plan yo ura ppr oach to p osit ion yourse lfasa pro ble m  solv er,s om eon e  whofocu s es on res u lt s a n d  t he benefits o f  yo ur pr odu c t to t he c ustomer. As someo n e used to say,  "If y oucan seeJo e Jones throug h J oe J ones eye s,  you can se ll Joe J on e s wha t JoeJonesbuys."B ep repare d to  li sten to t hecu s tomer's  p ro b lems a nd w he re hewantst o go w ith his business . You r chall e nge  is t odiscove r  pro blems thecustomer ha s that  are  prof itablefo r both  yo uand the cu s tomer tosolve . In ev er y ca se,  the v alue o f the  sol ut ion  to the p r o bl e ms  m u stbe g reate rthan  the cost of yourpro d uct orse rvi c e . In
 all_this together_as second nature to_work for_you.

You_have to_learn_everything you possibly_can about your_customer's business, about both_the products and_the_firm, as well as about the industry and your competitors and their products. The_more_you know_before_your_first call the more effective_you will be and the_more confidence_you will have in dealing with your prospect.

Look_for_information in the_logical connections to your customer's business. Here are a_few examples of where to find_information:

1. People in_your_own_company who have sold_to that prospect.

2. Starting with the_smallest firm in that industry, study_it carefully and work your way up_to the larger companies.

3. Talk to_non-customers in the same industry_with similar_problems.

4. Talk to non-competitive suppliers_who sell to_that company.

5._Talk to people_in the trade association for that_industry.

6. Read all_the available trade publications.

7. Consult industry_experts_such as management_consultants_and_lawyers.

8. Read_the companies own_publications_such as_annual_reports, 10Ks, newsletters and speeches.

This is_the_way you earn the right to sell,_by becoming informed in_advance._With this knowledge at_your command you're ready to_approach your customers and say, "I_have ideas_that can_help you."

But you have to talk to the right person. Do_the detective work to find out_the right person or_persons to_talk_to. It will_save_you a_lot of time and disappointment to know_this in_advance. Ask people in your company_who have contacts. Ask_other_industry or trade group contacts. Don't_stop until you have a good_idea who the persons are_who_can_directly influence the purchase of_your product or service. And once_you make contact,_don't be afraid to ask who else_should_be involved.

Next, plan your approach to_position_yourself as a problem solver, someone_who_focuses_on results and the benefits_of your product to the customer._As someone used to say, "If you can see_Joe Jones through_Joe Jones eyes, you can_sell_Joe_Jones what Joe Jones buys."

Be prepared to listen to the_customer's problems_and where he_wants to go with his business. Your challenge is to_discover problems the customer has that are_profitable for both you and the customer to solve. In every_case, the value of the solution to the_problems must be greater than the cost_of your product or_service._In