Risk vs. Certainty

It may sound simple, but one of the best strategies for determining the ideal sales approach for a given prospect is to step into their shoes. There is no universal sales strategy that works across the board, so you need to figure out exactly what each prospect cares most about and work that angle into your proposal. So, how do you do this? Talk to people. Talk to store owners, building managers, hoteliers, manufacturers. Ask them, “What would make your life easier?”