After hundreds of sales calls, you may be tempted to approach each call with the attitude, "They're all the same," and thus, treat them all the same. But, each possible sale involves prospects, and prospects are people. As we all know, no two people are alike, therefore no two prospecting opportunities are alike. You must prepare for each one individually. Each call must be specifically targeted to that person and business.

Know exactly how you will target your service to each prospect before you arrive at the meetings. What will you stress? What will you offer? How will you negotiate? When you sit down and figure out the answers to these questions before every meeting, you will realize that each selling situation is truly unique.