What to look for When with Prospective customer or when making sales call !

Find the friendly. Doing Business with Friends , when all things being equal. No Pain Their .

Find the common ground.  Building the common ground when speaking to a prospect that "clicks", something that sparks the conversation and takes it deeper.  Common ground build initial comfort - maybe even trust. No pain there.

Find the engagement. How meaningful can you make your questions so that you get to the heart of the prospect's important issues? No pain there.

Find the need. In conversation and two-way dialogue precipitated by your questions, uncover the real needs. Find the symptoms and address the needs. Needs are not painful; they're challenges that you can convert to sales. No pain there.

Find the desire. By exposing desire you at once understand (beyond need) how important your product or service is to the prospect. No pain there.

Find the opportunity. Common ground, engagement, need, and desire will expose the one element necessary for you to make sales: OPPORTUNITY. Your job is to discover how to take advantage of it. No pain there.

Find the difference. The difference between you and your competition that the customer perceives. There may be some pain here - if the prospect thinks the competition is better than you. OUCH!