Walking in your prospect’s shoes

You’ve heard this before but how much do you “walk the talk” when it comes to knowing your prospects?
Information is power in sales. The more you know about your prospect and their situation, the more likely you are to make a sale. If you’re in the dark, you’re not likely to bring up the right topics at the right time, and you’re way more likely to get a stack of objections.
1. What are your prospect’s goals?
Do you know what your prospect needs to get done in the next month, quarter and year? Do you know how they get measured? If you know your prospect’s goals, you have a chance to explain how you will help them get there. You can tie your value proposition statements into the key points that will help your prospect meet their goals.
Do you know anything about your prospect’s personal goals? These are often what really