From the course: Sales Strategies and Approaches in a New World of Selling
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Research, planning, preparation
From the course: Sales Strategies and Approaches in a New World of Selling
Research, planning, preparation
- Quite simply, you must be 100% ready to work with a potential new client or customer. This has always been the case for salespeople, but we all know that some did it better than others. However, in a buyer-first world, your buyer will no longer have patience for those who haven't done their research, developed a plan to generate good questions, and are fully prepared for all interaction. The best sales professionals know their products, services, buyers, and the industry they're in better than the competition. Doing research may not seem like it's the most exciting part of the sales process, but I've always felt that doing it well could give me the competitive advantage, which is why I've always taken this step very seriously. Knowing your audience is like being an investigative reporter. Your clients will now always expect you to have done your homework and not wasted their time asking questions about readily available…
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