Identify the Real Need of the Prospect 
As a salesperson, you are in the business of gap analysis. You are a "problem detective". Your job, somewhat like a police inspector searching for suspects is to find problems where your product or service is the ideal solution. In a way, your product or service is a key. You make calls looking for locks that your key will open. In the prospecting phase, you insert the key and find that it fits. In the presenting phase, you twist the key and open the lock. In the closing phase, you must turn the handle and pdoor open.
Use Questions as Sales Tools
Like a verbal detective, the tools of your trade are questions. You use them to get appointments, uncover problems and discover gaps between where the prospect is now and where the prospect could be by using your product or service. You then show the prospect how3 much better his situation could be by owning and enjoying what you are selling.
Learn To Attract Money
You make your own choices and decisions about money. If you are unhappy with the amount of money you're making , the only question you should be asking is "How can I make more money?"
Clarify the Need
There is an old saying, "No need? No presentation!" Before you begin your presentation, it must be clear to the prospect that there is a distance between where he is and where he could be. The prospect must recognize he has a need that is unsatisfied, or a problem that is unsolved. The prospect must also feel that a gap between the real and the ideal is large enough to warrant taking action.
Build Buying Desire 
Buying desire is in direct proportion to the intensity of the buyer's need on the one hand, and to clarity of the solution represented by your product or service on the other hand. The process of taking the prospect from cold, to lukewarm, to hot is accomplished by skillful use of questions to uncover the gap, and then expand it to the point where the customer is ready to take buying action.
Putting these Ideas into Action
Here are two you can do immediately to put these ideas into action.
- First, ask good questions aimed at uncovering the real need or problem the customer has. Listen attentively to the answers. Never assume you already know.
- Second, the larger the gap the customer sees between where he is today and where he could be through using your product or service, the greater is his desire to buy. Continually show him the size of his gap.
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