Challenge: How would you fair on the following test right now?
On a piece of paper , draw three columns name three clients you are next going to call and write the names at the top of each column. You might choose for example an Existing Client 1st Column, A Qualified Prospect for column 2 and new Prospect for column 3.
Then for each column answer the following nine questions. - be brave and commit yourself to paper and record your answers.
Away you go - good luck.
TACK International Buyers Views Research Buyers tell us they expect salespeople to know not just about their products but also about the client's company and market sector in some detail ahead of the meeting / call contact.
I guess we can all research better and improve our insight into the business and market place.
So let's look at how we might improve our insight
|What do we need to know ?|
Remember the client’s website is primarily designed for their clients to look at ,not necessarily their suppliers ,so we may have to hunt around a bit for the information we want.
If your research target are a publicly quoted company maybe the Business pages of the papers or on line versions can help. It could be useful to set up a Google alerts for your target company.
is used a search engine in its own right.
For example Neutrino Business Intelligence ( Neutrino BI)
|It always amazes me the huge variety of trade magazines published.|
The Guest publication spot on BBC One's 'Have I got news for you?' illustrates this point.
Information gleened helps with the small talk with a client- if you discern that that is what the client wants. (Don’t forget though that 25% _+ will want you to 'cut the **** and get on with it' straightaway – i.e. ( Start Listening and Questioning from the start!)
Next episode of 2 Have I got news for you?" Epsiode 1 series 43. 9 p.m. on Friday 13th April 2012 BBC One http://www.bbc.co.uk/programmes/b01g9c85
*Fun video - why knowing who's who is important
(Muppets' version of the GNU song of Flanders and Swan - You tube)