Many salespeople have yet to learn that it is far more important to start selling right than it is to begin calling on prospects right away. The salesperson who is prepared for his first meeting or call with the buyer has taken out the best policy of insurance on his own success at selling.

Action Step

Find out all that you can about your customers before you make that call. Demonstrating an understanding of their business will give them confidence in your ability to sell them the right solution. Get your sales insurance policy in order and ensure that you are well-prepared before calling on your customers.

Answer These Questions:

• Are you quick to pick up the phone and start chatting to your customers without knowing anything about them? Sometimes just “winging it” isn’t enough to demonstrate your ability to provide the best solution to your clients’ needs.
• Do you conduct any process of discovery about your customers before making the call? Do you try to find out what it is they do, and what they might need, before you call?

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