Sales Pre-approach

Five reasons to conduct Sales Pre-approach research

1. Identify qualified prospects
2. Take existing accounts to a higher level
3. Increase likelihood of getting appointments from prospecting
4. Save time for us and for buyers
5. Present an image of an informed consultant rather than a salesperson

Research Sources

Internet search by company name
Search by people's names
Contact management system
Champions
Dun and Bradstreet
News sources
Annual Reports
word of mouth
Better Business Bureau
Friends and associates
Search by product name
Web page
Internal records
Your mentor
Magazines and business publications
Credit Bureaus

What you should know before contact:

• Key information about the industry, company, and people
• Specific issues and needs they are facing
• Evidence you have of results you have achieved for others
• Common ground or contacts
• Set specific call objectives

Dale Carnegie's Best Selling Books:

• The 7 Habits of Highly Effective People
• How To Win Friends and Influence People
• How to Stop Worrying and Start Living
• How To Win Friends And Influence People: A Condensation From The Book
• Never Eat Alone: And Other Secrets to Success, One Relationship at a Time