Prospect Ranking Table

Client Summary Sheet

1. My customers biggest competitor is:
2. The single greatest weakness of that competitor is:
3. The most common complaint or objection to my customers product is:
4. Customs Legislation would affect my customers is as follows:
5. The singles biggest problem in my customers industry is:
6. The Presidents highest priority goal or objective is:
7. My customers strategy is:
   • Low Cost
   • Product differentiation
   • Niche Player
8. The three greatest strengths to my customers product are:
9. My customers largest customer is:
10. Research your customer and their competitor
    • Look at recruiting literature (paints a picture of their growth)
    • Product literature (provides insight into marketing, strategy, product line)
    • Company advertising

To make an Executive Call:

1. How can you enhance your customers CSF’s
2. How can your customer benefit from:
3. Name one thing you could do in direct support of your customers goals
4. How can you add value and differentiation to your customers products
5. How can you quickly produce a rewarding experience for the executive
6. What is the recommendation to help solve the biggest complaint or objections to your customer product
7. How can you REDUCE COSTS or INCREASE SALES
8. What is the Financial or Non-Financial Benefits

Our job is to persuade.

How to differentiate and select a goal:

1. It needs to be something that is not just important, but urgent – something that is recognized as vital and necessary now
2. It must produce short – term results (days, weeks)
   1. What is sub-goal to accomplish
3. It should produce measurable bottom line results. If the subject is quality, improvement, then the goal must be an actual reduction of defects or problems, if the goal is productivity then the goal must be dollars saved
4. It should be something that people are ready willing and able to do
5. The goal should be achievable with available resources and authority