Do you take the time to research a prospective company before you pick up the phone?  Have you called a prospect and asked the individual what he or she is really looking for in a particular product or service before making the pitch? Do you know what your prospects’ biggest concerns are? What would it take to make them satisfied customers?

As we all know, most people involved with sales are too busy to conduct research, or make continuous calls to establish relationships because they are working on so many other projects. The problem is what are you risking by not doing these things?

These tips are based on my 15 years of directly helping businesses and entrepreneurs improve prospect relationships. I believe they will help you too.

 1. ...