Ron Goch
The Telios Group
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Do Your Homework
February 22nd 2007
Do you thoroughly research each of your prospective clients before you pick up the phone and/or meet with a prospect, or do you have a general idea who you’re calling or meeting with and you don’t feel as though you need to thoroughly research a prospect?
Many sales executives choose to by-pass the thorough research route, and than are confused why their sales meetings with prospects don’t go as well as they expect.
Sales executives put themselves in a much better position for success with a prospective client when they thoroughly research a prospective, their business and industry because they have a much greater feel for the prospects needs; they’re much more comfortable speaking with the prospect; and sales executives stand a much better chance of connecting with prospects when they know their needs and speak their language.
Besides the popular Google and Yahoo online search sites, here are five business research sites to consider before your next call to, or meeting with a prospective client:
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Ron Goch, The Telios Group
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