How to Become a Superstar –DeWese

In other words, put yourself in your client's shoes and list the benefits in his/her words, not yours. (Actually, I should have said, "a list of 30 benefits associated with being a customer of your company.") That would encompass all of your services, assuming you do more than put ink on paper.

2. Next, list 10 indirect questions that you might ask any customer or prospect. Indirect questions result in answers that are information dumps. These present opportunities for you to gain in-depth insight into the client's buyer behavior and printing needs. Writing the questions, as in the case of the benefits, will burn them into your brain; they will then reside for use over and over again.