If you can answer the questions on the check-list, you're ready to make a professional sales call. If you don't have all the answers before the call, these are questions to ask when you meet the prospect. Either way, you will be well organised, have a sales strategy, and a solid game plan, to take your sales to the next level. Before making a call, do some digging to answer the questions on the check-list below…

• What does the company do?
• What does it currently buy from suppliers similar to you?
• What are the key business issues that are likely to face the buyer today?
• What does the person you are calling on do in the company?
• What could his personal stake be, in a solution you could provide?
• Who is are the competitors you are likely to face for this sale?
• How is your company or product better?
• What needs are most likely to exist for your solutions?
• What are the personal and emotional issues underlying the business needs?
• What is the time frame for the customer's buying decision?
• Who makes the ultimate buying decision?
• How will the decision be made (e.g. group, consultation etc.)?
• What commitment do you intend getting as a result of this call?
• What are the key questions you need to ask?
• What will ultimately cause the prospect to buy from you?