Sales Research Fundamentals: Don't Make the Mistake of Going in Cold!
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Many sales people today have never been taught how to properly prepare for a sales call. They simply recycle the same sales conversation over and over hoping to find someone waiting to buy from them. Anyone can make lots of calls, and it takes almost no skill to convert a huge number of contacts into a sparse number of opportunities. But if you want to significantly increase your production, you’ll need to do a better job of making every conversation count.
Proper preparation builds your confidence, saves time, impresses the customer and leads to better opportunities. It spells success!
Tim Wackel , The Wackel Group
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