Prospecting Sales

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Today is the big day for your sales meeting with a major prospect. You are ready. Briefcase. Sales material. Note Pad with a few questions jotted down. You are locked and loaded and ready to go.

Hold on. What are you missing?

What could you do that takes five minutes and can greatly increase your chance of success?

Google your prospect and gather information! In five minutes you will have a much better sense of the prospect’s product line, size, locations and recent news.

Do not walk into your prospect’s office cold. How much better is it to greet the client and ask a well informed opening question about the prospect’s industry or growth plans or product line. Basic fact finding will position you as a knowledgeable, experienced sales professional. It will help focus your sales efforts.

What else can you do? Talk to the receptionist. With a few basic questions you will know if the prospect is booming or downsizing. Check the number of cars in the parking lot. Huge lot. No cars. What’s wrong with this picture? Keep your eyes and ears open and you will walk into your first meeting with some insight into what is going on with this company.

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