Great sales people know that they can start their face to face interview at a distinct advantage if they can obtain the answers to specially created questions. These questions need to be created before you meet for that critically important initial meeting. These are questions that allow you to pre-emptively close as the sales process unfolds. Try and ascertain when you are pre-populating your information gathering questions what the PBM (Prime Buying Motive) is of the prospect with open ended questions
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