Researching Your Prospect

Researching Your Prospect

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Did you ever have a “thing” about a certain band, actor, or TV personality when you were a kid? If you did, then chances are you read every article about them, saw every movie, listened to every song, or watched every show, so that you knew as much about them as possible.

To the outside world, this might have looked like an obsession! But in sales, researching your prospects is the best way to “get the lowdown” on them before you attempt to engage them. And having that background knowledge could be a dealmaker because being passionate and knowledgeable invites trust.

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