Don’t over research in preparation for a first appointment. Knowledge can be both wonderful and dangerous at the same time. Of course you need to know something about the company and the person you are calling on. The Internet provides us with websites and social media pages to give us basic information in preparation for an appointment. However, you need to get the prospect talking. You need them to answer questions, to tell you about their situation in their own words. The more you research, the more you are likely to believe you don’t need to have a conversation with the prospect about their situation. Over research can prevent you from hearing the pain a prospect has. Too much research takes time away from prospecting and can be an excuse to not make a call. Research a prospect’s website or social media page for 1 to 2 minutes and then head into the meeting with questions prepared. Don’t over research!
Don’t over research for the first sales appointment
July 20, 2016 by
