Hey there great salesperson, I know you are successful because you understand and use the 3-P approach to every sales call: Preparation, Practice and Performance. The 3-P approach gives salespeople the edge over the competition and leads to the sale. Whether it’s a one-call-close or a long sales cycle, use the 3-P’s at each customer contact.
Closing the sale begins at the beginning. And that’s doing the research about the industry, the company and the person you will be meeting. Decision makers want to know you have done the research. What problems would their company have which you have solved for others? How does the prospect make buying decisions? Who is the decision maker and what drives them? These are some of the basic questions to be answered in doing research before the sales meeting….