What is your top priority this year?

[Shishirgano9]

Do you have specific business goals?
Have you published sales targets for the coming quarter/year?
Are there other important company goals?
Do you have any personal goals related to this?
plans
Once you have a sense of the prospect's individual goals and the company's goals, find out what plans they have in place to achieve those goals. Be specific about what has been tried in the past and how ios database well it has worked. Find out why your prospect thinks their plan will work or fail, what changes have been made to their plan so far, and most importantly, what backup plan is available if the current plan doesn't work.

During this process, you should develop your own assessment of whether the plan in question will achieve its goal. Also watch out for excuses that indicate that your prospect is not convinced that his plan will work or withstand outside influences (e.g. "The economic situation was bad last year, but this year we should achieve our goals!" ).

Also look for good plans such as "We plan to do X, Y and Z to increase our sales by 25 percent." Once you probe further, your prospect will usually admit that they are not 100 percent sure that their plan is the right one to get them to their desired goal. At this point, you should take the opportunity to suggest new and better ways to get your prospect to their goal. Ask the following questions.