Proper preparation prevents……………..
I’ll let you finish the famous phrase, however when you are approaching a customer (especially for the first time) if you fail to prepare I feel you are insulting them.
In today’s world of social media and the internet it is easy to research people and businesses, it takes a few clicks to find a website, a facebook page, a Twitter account or someone’s LinkedIn profile. So why do people arrive at new customers and ask stupid questions? In the past I have dual called with trainee (and some more experienced) who have stood under an opening times poster and asked if the business is open on Saturday, or next to the display of a certain good and asked if they stocked it! But more often is the call which offers to sell me sales training!
Five minutes preparation matters, it means you can build rapport much quicker and you will avoid really irritating your prospect!
“Image courtesy of Stuart Miles / FreeDigitalPhotos.net”.