Use all the info you can get

When a sales rep makes his first call on a prospect he should keep both eyes and ears open and endeavor to acquire some knowledge, if possible, concerning the amount of business a man does, his methods and his special needs. It is most important that he should do this, as it will enable him to handle that man with better advantage and to supply his needs as they should be supplied. Having this information, he can present his goods more clearly and intelligently and can use better arguments to induce the prospect to sign the order.