Posts Tagged "prospect profile"

How to Create a Comprehensive Prospect Profile (Part 2 of 2) By Pat Ryan

Posted on Mar 12, 2013 in Archive, Training and HR

What is the best way to build a comprehensive profile of your prospect?  In our last blog post, we covered SPIN selling techniques, a framework used to gather valuable information from your prospects.  This week, we dig deeper by sharing Question Guidelines, designed to help you build a more comprehensive prospect profile.  Ask your prospects these questions to help them open up, allowing you to quickly identify key areas of pain and/or need. So, let’s get right into it…  Here are the kind of prospecting questions you should be asking… Question Guidelines When speaking with prospects,...

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