Sales Rules (5 – 8)


  1. Understand your prospects’ business issues
  2. Know your prospects’ job description — beyond our service
  3. Understand your prospects’ environment
  4. Look for their buying windows – (Lighter workload, urgency, etc.)

Understand your prospects’ business issues

This doesn’t mean you must be an expert in their business. You should have a base knowledge of what it is they do and how your services relate to their industry. Many sales will be won because of you and your company’s experience working in a particular industry.

Know your prospects’ job description — beyond our service

Until you know what your prospect does everyday, you will not understand where your service rates. Most people today have many different functions (hats) to their job. Our service may be just one very small component of their work day. The sooner you find this out, the sooner you’ll know your place at the table.

Understand your prospects environment

Understand how they interact with the rest of their company. When you find this out, you can better gauge if they are the decision maker, influencer or just a time waster. (Many CEO, CFO and Presidents just rubber stamp decisions made by influential/trusted employees)

Look for their buying windows – (Lighter workload, urgency, etc.)

A buying window is the timeframe when a prospect is most likely to buy. An initial meeting might have nothing to do with a prospect’s buying window being open. Your sales call may have caught them with just enough time to begin investigating options. Prospects, just like salespeople, have a process to work through. A prospect’s buying process requires time and resources outside of their control. By asking about peak seasons and their workload, you can better identify their buying windows. When you do this you will be managing your sales, not chasing phantom deals.

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