Many of the business owners we work with are amazed when we ask them:
“What information sources do your salespeople use to target their prospecting?”
“Information sources?” they usually ask in fear.
Some can say “Internet” or Yellow Pages, yet most stare at us suspiciously.
What we will discuss following may be considered essential and come in every sales book, but if you ask me where salespeople fail the most?
You may have guessed it. It is precisely in the preparation component of the prospection, that is, the selection of target customers and the preparation of the approach.
We still see salespeople approaching customers with the old maxim:
“Mr. Client, I don’t want to sell you anything. It’s just to set up a meeting to get to know You and … [ Read the rest » ] “Are your commercials losing sales because of a lack of information?”