11-17-2017 05:40 AM
I used to just pick up and dial for dollars but now I use my super brain to get as much information and try and emphathize with prospect before the call. It's way more efficient and less painful and it's like I'm David Blaine with how much information I have about them.
11-17-2017 11:33 AM
I always try to do as much research as I can before hand. If you can go into an initial meeting already knowing how you can help the prospect, then you are half way to your objective. This will also show the customer that you are not just fishing for information and trying to sell product, but that you are there to provide solutions.
As was posted under another topic, getting to the decision maker before they even know that they need anything, and showing them that they have a need, and you have the solution, then you can influence the bid specification and greatly increase your chances of winning the bid. If the bid is already out, chances are that it is based on someone else's spec and that you are at a huge disadvantage.
11-17-2017 11:35 AM
This applies also to cold calling. More doors will open for you if you know who you should be talking to, what to talk to them about and how you can help them solve the problems that they have, whether they know about those problems or not.