Section 1-3 Evaluation

Spend time relating with my prospects

Tell prospects things about myself

Find out why the prospect inquired into my product or service

Ask the prospect what questions they have for me

Look for "deal killer" situations

Qualify the prospect

Use offensive qualifying questions

Use defensive qualifying questions

Tell the company's "story"

Explain any differentiation between my product and service and that of the competition

Use the outcomes section of the presentation

Include statistical information during my presentation

Explain to the prospect that we only want them as a customer if they are going to have a good outcome

Give the deliverable presentation with the company's mission interwoven

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