The fact that you manage to schedule a meeting with a prospect who is willing to listen to what you have to propose does not necessarily mean that you have already won. In order to give the prospect the most suitable and tailor-made offer, you need to dig deep and learn what makes the client seek new solutions in the first place, what their expectations are and what the core of their problem is. Here are three things you must learn about a prospect and that you need to focus on to be able to make them an offer they will not refuse.
