Category Archives: sales preparation

May 8th, 2014

Learning about Your Prospect — A Deep Dive for High-value Presentations

Learning about Your Prospect — A Deep Dive for High-value Presentations

Successful business presentations are the result of careful preparation. So… do your homework.

Preparing for a business presentation starts with knowing what the client needs. This is not just asking the client what he or he wants, though that is a very good place to start. Clients today demand relevant insights tailored to their needs. Your homework will let you understand your client’s needs and objectives and let you present the right ideas in the right way. For motivation, just remember that your service or your product can probably be matched by a competitor. Looking into client needs lets you put what you offer into relevant context and lets the client know you care enough to find a way to meet their needs.

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January 13th, 2014

Achieve Better Sales Results Through Better Preparation

preparation

Achieve Stronger Sales Results Through Better Preparation

“By failing to prepare, you are preparing to fail.” – Benjamin Franklin, Scientist, Inventor, Statesman

It’s early January and many New Year’s resolutions have already fallen by the wayside. If there’s room for one more on your list, I encourage you to add this one: Preparation.

Anyone who has painted a room knows the importance of properly preparing before painting. Proper preparation generally takes more time than painting itself and can be tedious, which is why many choose to skip or cut short this step in favor of “just getting on with it.” A true professional might get away with less prep than the average person, but a sloppy job is a constant reminder that cutting corners rarely pays. Doing the job right from the start requires a good plan, patience, and discipline. The resulting satisfaction from a job well done likely includes the realization of how important those preparation steps were to the process.

In sales, the need to prepare is no different. Even the greenest sales rookie knows to take time to prepare before a sales meeting or call. But what’s the proper way to prepare? What boxes should you check before proceeding?

We take preparation very seriously and categorize it into three groups: strategic, client, and technical. Here are a few ways you should prepare when going after new targets:

Strategic Planning

Look at the big picture. Where are you in » Continue Reading.

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