All the technological market research can be instrumental in semily of the market. The Eight-Part Sales Call Though each sales call will be as different as the people involved in it using these eight parts should make your calls more successful. 1. Preparation. Prepare yourself mentally and through organization, Think about how the product or service will benefit this specific customer. Have the price, discounts, all technical information, and any other details "on the tip of your tongue" or at your fingertips. Be willing to obtain further information. Visualize the sales call in your mind until it goes successfully. Jot down a few key questions and points that will help. Bring the appropriate materials, samples, and data with you. 2. Greeting. Greet the customer politely and graciously. Do not plunge immediately into business talk, unless you know your customer prefers to do so. Take the time to get to know the prospect's style and be sensitive to it. The first few words you say may be the most important. Keep a two-way conversation going. Maintain eye contact and keep the customer's attention. Remember that the customer is first and foremost a human being with whom you can make a con- nection. The best salespeople keep records about their customers to remind them of details for future conversations and to follow up over time. Sales may depend on the characteristics and benefits of the product or service, but customers buy from people they know and like when they have a choice - and they usually have a choice. 3. Listening to the customer. Begin with the customer's needs in mind and be wary of making assumptions about these needs. If you listen

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