You can discover much about potential customers without leaving your desk. Once you have identified a prospective client, spend time learning about his or her needs and aspirations while constantly looking for opportunities to increase sales. Your desk is where to begin asking some vital questions about potential customers. Use these as starting points. Against the questions, write where the information can be found-in your own files, on relevant Web sites, or through personal contacts-to make your research more time efficient. Next, brief yourself thoroughly on your own company and its offer,and on the competition-your own and the customers.