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The Importance of Sales Preparation Starts with Preparation

In this podcast, we discuss a startling truth: most sales reps (including us at times) go into interactions with potential customers unprepared. It’s crucial for sales representatives to distinguish between just being ready to respond and actually understanding the customer's needs. True preparation means knowing what the customer wants, not just pushing our solution on them.

We know there’s always a risk of over-preparing for someone who might not be that interested, but this podcast suggests that it’s better to be over-prepared than caught off guard. For cold calls, we need to gather information bit by bit and not overwhelm the prospect with too much information right away. If we’re short on time, setting up a follow-up meeting is key.

The podcast wraps up by emphasizing the need to engage prospects with thoughtful questions and not rush into offering solutions. By focusing on the customer and being ready for any situation, we can greatly improve our chances of success and stand out from the competition.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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