To make the sales process go by more smoothly and
efficiently, you should seek to learn as much information about your potential
client contact and company as you can.
If you go in blind, your conversion rate will be very low and you will
lose your motivation. This article
will go through some suggestions of what you should learn before you make your
sales pitch.
Make Sure You Are Talking To The Right Person
If you aren’t talking to the right person, then you are not
doing a very good job. You should
try to get a hold of an org chart before you decide who the right person to
talk to is. You can get org charts
from companies like iProfile and DiscoverOrg. You will have to pay some money, but it’s definitely worth
the cost. You can learn what the responsibilities
of the different employees and who reports to whom. This is valuable information to know before getting started
with the sales processs.
Learn As Much As You Can About Your Potential Client Contact
Once you have identified who the right person to talk to is,
you should do a little research on the person. Google the name and find the person on Linkedin. If you can find any common interests or
background, that could put you at a significant advantage going forward. See if you have any shared connections
to see if some mutual acquaintance can introduce you. This would greatly increase your conversion rate.
Learn What’s Going On At The Company
You should become up-to-date on the latest trends at the
company you are pitching to. You
should find out, for example, what purchases they have made over the last year
and what purchases they plan to make going forward. Try to get a sense of what their budget is for your specific
area and what their spending history is for that area. To get that information, iProfile and
DiscoverOrg are really great.
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