Ron Goch
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Great Resources at Your Fingertips
August 25th 2008
Today’s Telios Tip is a simple one, yet one I don’t see sales people do on a consistent basis when I join account executives for meetings with prospects.
Regardless of the meeting or how much preparation and research I’ve done, I always look for newspapers, magazines, brochures and handouts whenever I go on a sales meeting. In fact, I do the same wherever I visit an office, whether it’s a sales meeting, one of our kid’s events, or a doctor’s appointment.
The information I pick up is valuable insights on the organization and I often times learn something new or can generate a question or two that I ask in a meeting as a direct result of information I picked up minutes before a meeting.
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