The better you understand this the more profitable client will be to your business. In order to do that, you need to listen for specific information. Some of this information you can know ahead of time, but you will need to ask if it’s not available before you meet. Ask questions to discover the following critical information about a possible business opportunity:
You will need to ask:
1. The goal(s) & objectives of the person and the or the company
2. The players: decision makers, roles, organizational structure, etc
3. Their needs, challenges, problems & situation
After each meeting review, evaluate and make your determinations – you’ll eventually learn you can do it in a minute.