When it comes to negotiating with clients and vetting a good prospect, you can make some judgment calls before you even walk in the door. A great salesman understands his client, the client’s environment and the business — so before you even walk in to talk to the client — check out the following:
Look at the store front. Do you see credit plans? Do you see merchandise? Do you see more services offered? Do you see a window set up that took time, effort and a little creativity? Do you see one thrown together in a rush? Do you see customers coming and going? Does it look like a busy place or a quiet one?
Do they look committed to their business?
If you can answer yes to all of these, you’ve just vetted a great prospect and you can approach them as such.