Establishing the customers need during the visit

Always have standardised questions ready when you visit a prospective customer. Using this questioning method is known as Consultative Selling. Examples of Consultative Selling questions are:-
- What are the major problems you experience with regard to labour and your workforce?
- What are the areas of concern in terms of your staffing requirements i.e. technical, unskilled or semi-skilled labour, management, computer, etc?
- How do you prefer to do your recruitment? What problems do you encounter in your recruitment processes?
- What are your ‘if only’s in terms of recruitment and labour broking?
- How many positions have you needed to fill during the last six months?
- How much does an incorrect labour selection and placement cost the company?
- What cultural issues, if any, interfere with your company productivity and/or company culture?
- What are your company objectives during the next six months? What staff related factors could prevent you from achieving these objectives?
- Etc.