Create a Plan to Improve your Techniques Commit yourself to spending a few minutes a day studying the techniques below and visualize how you are going to apply them to the day ahead. Commit to improving yourself a little each day until the new techniques become habit. Research and Preparation 4. Research the Customer Research everything about your potential customer, their company - the person, their history, management, size, the successes, failures, their partners, and their competitors. Do your homework before the sales campaign begins.
Preparation is a major component of successful selling.
Store the research in a contact file on your computer in a contact management software program like ACT or something similar. Make sure you are selling to the person that can make the decision. Much of the buying process occurs when you are not present. If a committee makes the decision, do whatever you can to get yourself in front of that committee. Do not let others do your selling for you.