Become A Sales Detective - 8 Ways To Get To The Prospect

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Become a Sales Detective: 8 Strategies to Connect with Your Prospect


Summary


Uncover all you can about your prospect before making a sales call. Adopt the role of a detective, conducting thorough research to understand your prospect better. The more you know, the more valuable you become to them.

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Many sales professionals and business owners start their calls without preparation, hoping to get lucky with an appointment. This approach is risky and can make you seem unsure. A prospect may wonder if you'll be just as unprepared when doing business together.

Go the extra mile by gaining expertise in your prospect’s industry. This doesn’t mean spending days at the library?"just a bit more research can make you stand out from the competition and secure that appointment.

How to Become a Sales Detective


Understanding your prospect's interests and how you can be of value to them sets you apart. While identifying your ideal client is important, additional research can elevate your approach. As a sales detective, consider these resources:

1. Visit the Prospect’s Website
Read recent financial statements, the CEO’s messages, or any press releases.

2. Utilize Hoovers Online
(http://www.hoovers.com/free/)
Access comprehensive, up-to-date business information about companies, industries, and people.

3. Perform a Web Search
Use Google or your preferred search engine to gather more details about your prospect.

4. Read Industry Trade Publications
Stay informed about your prospect's industry trends and developments.

5. Join Industry Associations
If your prospects are concentrated in a specific industry, attend networking events to connect with them.

6. Engage with Industry Salespeople
Discuss the industry climate and any changes that might impact your prospect.

7. Conduct Informational Interviews
Contact the company’s marketing and sales departments to express your interest in learning more. People are often happy to share insights.

8. Analyze the Competition
Visit competitors' websites to understand how you compare.

Assignment


Identify a new business account you want to break into. Apply the strategies from this article to increase your confidence and preparation with the prospect.

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You can find the original non-AI version of this article here: Become A Sales Detective - 8 Ways To Get To The Prospect.

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