Often missing in the majority of businesses is the correct strategy to prepare. The sales process can be demanding, challenging and provide a variety of unexpected obstacles. However, the area of preparation is within our complete control.
Being prepared is vital, and it is often said that the person going nowhere usually gets there. Be honest with yourself and audit your own performance. Understanding your target customer is essential in both finding new customers and setting you apart from the rest.
A detailed knowledge of the customers you would like to have, the prospects you are working on and your existing customers is a necessity in maximising your success. The important thing to remember though is that people buy from people, not organisations.
Understand what is important to the key decision makers within the business you are prospecting. Find out their interests, their hobbies and their personal circumstances as these help you understand about the person behind the job description. The length of time they have been involved in their business, other key decision makers, their competition and their plans for the future are all facts that will give you both increased confidence and the added edge in the marketplace.
It may sound like a drawn out and time consuming process to gather this information; however, I promise this information is easily available if you choose to look for it. The internet is full of useful information. Company websites give facts, yet, personal profiles such as Facebook, LinkedIn and Twitter often provide a wealth of valuable information. You can also
find out great information from the people you know. Contacts within the business can provide valuable information about your prospects and this will bring you a significant competitive advantage. If you receive referrals in your business then please take the time to question your referral source in order to gather information that may be useful.
I cannot underestimate the importance of this information, and having it will set you apart from your competition and help you to win more business.
