In the ABCs of sales A stands for action.Success starts with understanding what outcome you want and asking the right questions. Success starts with understanding what outcome you want and asking the right questions. The action step simply means that you define what action you want your prospect to take as a result of meeting with you. ;Another way of thinking about is “What is the desired outcome you want?” Is it to sell them on your products or services? Do want to create a referral relationship? Are you looking you resell a product or find a solution for one of your clients? I have worked with a number of clients who do not do well in a sales (networking, referral, prospecting, you name it) meeting because they never defined the desired outcome they want to so they know they have been successful. Once you know the desired outcome you can plan accordingly. This mean that you can think through the types of questions you must ask to determine if the desired outcome is even possible. If you are networking and you have a cup of coffee with a new acquaintance, what is the desired outcome you want? What is the desired outcome they want? Will they potentially become your referral partner, a client? Are they a center of influence and can act as a gateway to people you want to meet? Try asking them these questions the next time you meet someone new. Don’t be surprised if they are not sure what they want as a result of the meeting. Let’s assume you are meeting with someone who you think might be a good referral partner. What are some of the questions you might ask? What do you do? Hopefully you asked this question before you agreed to meet. If there is nothing in common do not meet with them. If you determine there is some common ground you could start with this question - what is your target market? This would tell you if you are after the same customer. Another good question is - what pains do you solve for your clients? One of my favorite questions is - How do you get your business? If there say referrals, I ask them about their referral partners (I want to see if they are already chose to a competitor.) I ask them how their referral relationships work: is there a fee involved, are they a part if a networking group, or are they friends or a group of informal business associates working together in a networking group. As you can see, I am continually qualifying them to see if I can help them and how they can help me. Many people want referrals but do not give them any until you think there is a chance for this to evolve into a solid relationship. I want to focus on people I can develop a close working relationship with and create a good two way relationship with, not people who take but don’t give back. But I also know that I have to give first in these types of relationships so I am prepared to give out an introduction to see how the relationship might go - if it makes sense. As you can see, having a similar plan for a prospecting call is just as important. When you are prepared, you are saving yourself time because you are more focused and you are respectful of the time of others. Create an action step for every meeting you have. Know what the desired outcome is that you want. Create questions that will lead the discussion to the direction you want it to go and be prepared to walk away if you don’t get the answers you need to be successful. If you are smart about your time, you understand that you are not right for everyone you meeting. Sometimes the best outcome is no outcome. To Your Success, Ron FinklesteinYour Small Business Success Expe...@yourbusinesscoach.net