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Interviewing prospects

You've researched the solutions, you're familiar with the offer that initiated the call and you've determined your prospect's role and responsibilities within the organization. Now make the call and validate that lead.

The primary thing to keep in mind is that this is a flowing conversation, not a scripted call. You are playing a highly valuable, consultative role for opportunity identification in the initial conversation with the prospect. It's important that prospects get a good feeling about their experience because it is often the first one-on-one, personal interaction they have with a representative of IBM.

Conversation tip: Keep in mind that there is no set order in obtaining information. The topic of conversation should center around the prospect's need for a solution and the capabilities to abate his or her issues, not whether she or he wants to buy a product.


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