Tip 3 – Do your research.
Irrespective of your offer, you must do some research into the client before any sales meeting. The amount and detail required for this is dependent upon the size of business and the opportunity on offer to you. As a simple rule of thumb, the greater the opportunity, the greater the amount of research required. It is difficult to define exactly what you must research, since this varies considerably from service to service, but what the company does, how large they are as an organisation, and their previous and current situation concerning your service offering are the bare minimum. Along with this, who you are meeting, and their specific role in the process.