I came across a great website full of sales resources, tools and other sales professionals wiling to openly collaborate and share ideas - www.sellingpower.com
After cursing this site for 20 minutes, I came across a poll that struck me as unfortunate. The pole was taken by roughly 600 sales professionals. The alarming statistic was that only 13% said they were “always prepared” to have initial conversations with qualified leads/prospects. Really?!
It’s never easy to secure a first appointment meeting with a prospective client, but you need to make certain that you possess a general understanding of their business prior to the appointment. Prior to the appointment, you better have basic knowledge regarding their product/ service offerings, competitors, and general knowledge about their vertical of business. Never start your meeting by asking the dreaded question, “So tell me about your business…”
PREPARE, PREPARE, PREPARE!!