Ron Goch
The Telios Group
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Consistently Do Your Homework
March 22nd 2007
Why is it that kids don’t like to do their homework? I’m not talking about school homework, which my kids do a much better job keeping up with than I ever did. I’m referring to pre-meeting homework sales executives need to do in order to successfully execute a meeting with a prospect.
I’m amazed each week at young sales execs – fresh out of college – lack of consistency in properly preparing for sales meetings with prospects.
It’s not just the first-year sales execs, but also the multiple-year sales execs who I’m finding do not exhaust all the opportunities they have to properly prepare for meetings and put themselves in the best position to win a sale.
If you are a sales exec and you want to put yourself in the very best position to connect with your customer and make a sale, do your homework thoroughly by always doing these five things before your meetings:
1. Research the person you’re meeting with; 2. Research and know their business or organization; 3. Research and know the industry or area they represent; 4. Research and know their competition; and 5. Make sure you know your own business or organization inside-out .
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Ron Goch, The Telios Group
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