1. Learn about their business--their products/services, customers, industry trends, key initiatives, financial status and competition.
2. Discover something about the person you are meeting with. Google them, talk to their colleagues or call others in the industry who have insights.
3. Define the exact purpose of this call. What are the goals for this interaction?
4. Identify the benefits of your meeting. The benefits need to be clear, concise, credible and compelling.
5. Prepare ideas that hold value for your customer. Your language needs to reflect a focus on solutions, not on your latest product.
The less you talk about yourself, the more you have to prepare to talk about them. And the more you talk about them, the more likely they will be interested in you. Not exactly the secret formula you were hoping for. But it is an obvious formula--so obvious that most sales reps ignore it.
Prepare for tomorrow's sales call, then tune in to part two of this feature in tomorrow's PCT, coming to your inbox in the morning.
Source: Tim Wackel is one of today's most popular business speakers who has mastered the ability to make information entertaining, memorable and easy to understand. He combines more than 20 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today's best practices.