At Source, we know that sales is a demanding business and success can often hinge on making the right first impression. One of the easiest ways to do that is by being properly prepared. Put your best foot forward and nail a great first impression by adopting these simple habits:
Research the person you’re about to call
Before you pick up the phone, make sure you understand the person at the other end of the line. Sites like LinkedIn can provide valuable information about your prospect’s past employers, schools they attended, and contacts you may have in common. Knowing what role the person plays in their company will also ensure you address them the right way and focus on the information they most need to know.
Research the industry
Even if your product can be sold to anyone, it pays to know how it will benefit your particular client’s business. You’re more likely to get your listener’s attention with details that apply directly to them, and your pitch will carry more weight if you can speak in specifics.
Research your prospect’s competition
Business owners are interested in getting a leg up on their competition. If you can explain how your product will give them that advantage – which starts with knowing what the competition is doing – then you’re already armed with something they’ll want to hear. Take the time to know the competitive landscape and give yourself
a leg up in the process.
Your business matters at Source
, and we’re committed to helping you put your best foot forward. Visit us online to see our complete line of products, or visit a Source location today to talk to an office furniture specialist.
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