While you are prospecting and have gotten them to agree to meet up with you, do you ask them questions through email before meeting up with them?
Well I do, but not all the time, because sometimes these prospects are referred by someone so I tend not to ask questions before meeting. But today seems to make me want to firm this habit of mine to all prospects. I do not wish to share on this, and below will be my questions to my prospects;
1) Who are your target audience?
2) Where are they found?
3) What is your expectation when you engage Ascelade?
4) Who is the decision maker and what’s his/her position in the company?
5) What is your budget and length of this project?
I remembered attended a sales training seminar that targets B2B sales (http://the-science-of-sales.com/), that in order to filter off unqualified prospects. Questions help to filter unqualified prospects away. Do you ask questions?