What do I believe prospect will find most attractive or beneficial about my product or service?

What might they find least attractive or beneficial?

What questions are they likely to ask me?

What are the most essential questions I need to ask them?

What is the formal and informal structure of the organization?

What is the biggest, single problem I can help them solve?

What is the likelihood of change or reorganization?

How much depth should I try to get in the account?

Why are we able to provide something of unique value to them?

Why might they be resistant to my offer?

What is our previous history, if any, with the account?

Who was the previous representative, if any, who handled the account?

Why might my timing be good or poor?

What type of budget cycle do they work with?

What is their purchasing procedure?

Who is my competition for this account?

What are their strengths? Weaknesses? History with the account?

What product, service, delivery or quality glitches does my competition have?

Who is the sales representative (by name) I am competing against? His/her strengths? Weaknesses? Length of tenure? Area(s) of expertise?

Does my competition have policy/procedure glitches we can exploit?

How long has prospect been in the market for any product or service? Are they even aware that they have a need?

What level of spending authority does my prospect have?

How strong a sense of urgency do they have?

What components of my product or service does the prospect have within their organization?

What is the strategic importance of my product/service to the prospect?