All too often, I hear the salesperson's excuse: I don't have time to research my prospects prior to a meeting.
Really? Because when you are not relevant to what the other person cares about, there are most likely only two ways you're winning the business:
You get lucky as the prospect needs your solution right now.
Your solution is the lowest price.
Luck is not a good sales strategy. Lowest price isn't very fun, nor usually sustainable. Stop with the lame excuses on why you can't do something.
When you spend just a few minutes prior to every sales call, business meeting, and even social media outreach trying to understand your prospect, their company, and what they care about, you'll ensure relevant value in every communication. That is the essence of Sales Intelligence.
Implement ethical online sleuthing techniques – that go way beyond just looking at a company's website – and use what you find to differentiate from the competition, gain permission to ask challenging questions, build meaningful relationships, close more deals, and ultimately make a lot more money.
The great news: You can automate your Sales Intelligence with the Sales Intel Engine.
Author: Sam Richter, CSP, CPAE National Speaker Hall of Fame | Top 50 Sales Keynote Presenters | Bestselling Author