Aug
14

4 Categories to Explore Before Meeting with Your Prospect

selling-energy

What methods do you use to get to know your prospects before you meet with them? I'm here to tell you that you really need to do a lot more research and planning than you might imagine. The following are four categories that you should explore in depth before meeting with your prospect:

4 categories to explore before meeting with your prospectIndustry

  • Research your prospect’s industry
  • Research their competitors

Company

  • Obtain their literature
  • Get to know their vendors
  • Talk to their customers
  • Talk to other employees at the company
  • Talk to their sales department

Team

  • Find out how your prospect fits into the team
  • Find out who else on their team is going to be part of the decision

Individual

  • Talk to people in your network who know them
  • Look them up on LinkedIn
  • Check out other sources like Facebook and Twitter
  • Read articles or papers they have written

Sales Training That Works! Selling in 6.

Read more blogs on Research, Prospecting

Posted by Mark Jewell