Saturday, December 12, 2009

Do Your Homework First

When you call on a new customer, get some research done on the company you are calling on. What are they selling? How do they position and promote themselves? Make a note to remember the names of the key individuals of the firm. If you want to be brilliant check out some of their key competitors and see how your client differs from them. Armed with these insights you will be sure to make an impression as well as a sale.

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About the Author

Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.

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Bottleneck Blog by Urban Gavelin © 2007-2011