Have you ever gone car shopping with no idea what kind of car/truck you want to buy? If you have, it is a very long frustrating process where you usually end up with something you don’t want.
When you go into a sales meeting, have you taken the time to know who you’re selling against, what the customers concern is, and what you’re going to position your company offering as?
Jim Cramer of Mad Money on CNBC always says before buying a stock, do your homework. It is no different when selling a product or service to a prospect. Know who you’re selling to, what their pain points are and who you’re selling against. Knowing these items will get you a leg up over your competition. Remember nobody likes to do homework, but those who do usually ace the test.