Sales tip #155:

Sizing up your prospect is part of the skills that you will acquire in selling. While you’ve carried out your due diligence about your prospect’s business before meeting up with him, you will spend some time observing him and trying to understand who he is, in order for you to make the appropriate approach. You cannot use the same tactics on each prospect. Adjust your tone and your manner, according to the needs of your prospect and according to the environment that surrounds the sale.

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