- Read the whole plan to understand where we’re heading and the ultimate goal.
- Don’t worry about being exact or perfect in your answers. The end result will likely be the same whether you’re 100% correct or just close.
- You can use this Lesson Plan for various subjects. For example, you might run through this exercise for one product line, or for your company as a whole. That’s ok, but make sure to define the subject for which the exercise is directed (e.g. access control line, company as a whole, etc.)
- Don’t get too caught up in the customer type. Keep the customer general when performing this exercise. When you bring your clues to a sales call, you’ll be able to make the right adjustments depending on the type of customer.
- Keep your clues handy so you can take 30 second to review before every sales call. Many clues are slight and hard to see unless they’re fresh on your mind – a quick glance in the parking lot or lobby helps dramatically.