Switching from a pure sender perspective (“Look, this is my great product!”) to a recipient perspective (“What is your concern and what can I do to help you achieve it?”) is fundamental for a good salesperson . To do this, I need to have at least a rough idea of how a company “ticks”. Of course, a certain amount of sales or industry experience can be an advantage here, but it can also lead to the salesperson thinking they already know everything. If they then forget how to listen, it becomes more difficult to chile telegram screening close the deal, because the customer realizes what they are getting: a same old story from a salesperson with the wrong perspective - and nobody wants that. So how can you do it better?
While preparation and research on potential customers is important, the amount of research required must also be proportionate to the potential revenue, otherwise the preparation will quickly no longer be worthwhile. However, a certain amount of basic research only takes a few minutes and leaves the customer with a much better impression. But where can I get the necessary information quickly?
research about the company
Regardless of whether you want to sell copiers, personal coaching or design drafts for the next advertising campaign to a company, if you don't know anything about the company yourself, it only shows a lack of commitment and you can almost save yourself the appointment.