Analyze the exact circumstances of the prospects

[Shishirgano9]

Good to know: It is considered good customer service to optimize all process steps according to the needs of your prospects. This often means that the first contact and the first consultation do not have to take place within one conversation.


The analysis phase begins for sales staff when student database potential buyers signal genuine interest. At this point, you already know your buyer, but not well enough to conduct a traditional consultation.

Instead, you should create a basis of trust with targeted questions by identifying and exploring the problems and goals of your counterpart.

Ask strategic questions and highlight aspects of your value proposition to encourage potential customers to determine for themselves whether your offering could be the right solution for them.

Don't always reinvent the wheel: a collection of important questions or a guide with appropriate questions for your portfolio can be very helpful.

Step 5: Convince with focused advice
Background information is the key to genuine, personalized advice.

In both step 2, contact , and step 4, analysis, you have gained valuable insights about your prospects, which you can now use optimally in the final phase.