Bill Ford of Privately Held Insurance in Warner Robins, Ga. submit the following Top 10 list via LinkedIn.

“Knowledge and applying knowledge dictate successful sales outcomes,” he writes. “This process requires hard thinking and discipline, but if followed, positive outcomes result.”

  1. Do your homework on the prospect and understand their profile and business.
  2. Apply the knowledge this homework develops.
  3. Determine if the rules of engagement required by the prospect are compatible with your rules of engagement.
  4. First impression is the basis of future measurement by the prospect.
  5. Determine what you can make before presenting and decide what is the minimum you can receive.
  6. Make sure you and the prospect know why you are presenting and agree.
  7. Niche and target your presentation to mirror the buyer’s specific needs.
  8. Your presentation is your work product. Make it the best.
  9. Practice and role play before presenting.
  10. Ask for the order and know the next steps. It helps if the buyer has already committed to implementing these before presenting.