The following will help you assess whether or not you are applying your knowledge of the market to your sales efforts. Review it often.

Area	Knowledge I Have About the Market	Where I Apply It	Benefits
Behavior:	Dress – Mine & Prospect's	Meeting with Market	Acceptance & Rapport
	Work Schedule	Scheduling	Improve Attendance & Attention
	Language, Vocabulary	Conversations & Presentations	May Help Put Prospect at Ease & Build Credibility
	Social Style	Throughout Sales Cycle	Rapport, Understanding
Situation:	Business Climate	In Approach & Fact-Gathering	Shows Knowledge of Market
	Age, Sex, Family, etc.	In Presentation	Helps Make the Decision to Buy Easier
	Fears, Concerns throughout Sales Cycle, Especially Probing Questions	Raises Interest & Receptivity Goals, Hopes, Desires throughout Sales Cycle, Especially Presenting Solutions	Raises Interest & Receptivity
Common Needs:	Protection	Throughout Sales Cycle	Raises Interest & Receptivity
	Wealth Accumulation	Throughout Sales Cycle	Raises Interest & Receptivity
	Estate Planning	Throughout Sales Cycle	Raises Interest & Receptivity
Communication Networks:	Who Talks to Whom	Asking for Referrals & Guiding My Movement in the Market	Saves Time & Effort
	Publications & Newsletters	Read Them & Extract Usable Facts	Keeps Me Up-to-Date & Informed
	Associations	Mailing List, Networking	Produces Leads & Prospects

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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

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