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NOTES, NOTES, NOTES
You've earned it!
1. Top three competitors
2. Competitors vulnerabilities
3. Prospects worst criticisms
4. Prospects hurdles
5. Prospects number one priority
6. Prospects growth history
7. Prospects marketing strategy
8. Prospects greatest strengths
9. Recommended production changes
10. Recommended service changes
#1 Goal - Get permission to come back
Be Prepared with:
1. Questions you're going to ask.
2. Responses to customers likely questions
3. Suggestions to make the customer more successful