Knowing as much as you can about your customer before you even set foot in his office is one of the most advantageous things you can do to insure your success with that customer.
What are some of the things you should know and do to put this into practice?
A- First perform a mental inventory of the company and find out what exactly the company does and, where it fits into the marketplace and your territory in particular.
B- Find out if the company is a national concern or a local one.
C- How many employees does it have and is it a growing concern?
D- If you can also find out the credit line of the company it will also prove valuable. This will be a big factor in determining what you may want to sell the organization.
D- Ascertain what in your line can be beneficial to them.
E- By doing some judicious probing you should be able to find out if the company is hiring, laying off or running extra shifts. No need to mention how beneficial this would be, but it is often overlooked by salespeople.
F- Perhaps the organization is readying new construction. This is good to know to rate the customer in future calling patterns.
G- Be aware of all their literature so you can garner as much information as possible and garner a measure of how the company views itself.
Gathering this information beforehand can be of untold value to you. Knowledge about the company you are calling on will give you a higher standing in the customer's eyes. Customers like knowing that the people calling on them understand their business and what they are trying to accomplish. In general find out as much as you can. It can not hurt and, it definitely can help.Information is power.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
Please click the free preview on www.basicsofsales.com and view My DVD.
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