Don’t underestimate the power of preparation. What separates high performers from average salespeople? The answer is preparation.
Prospects can tell right away if a salesperson has done the work in your first interaction with them. By demonstrating your knowledge about the client’s needs and industry position, it shows that you’re sincere about helping them solve a problem.
Paul M. Caffrey, co-author of The Work Before the Work, joins this episode and shares the right way to prepare for customer meetings and what personalization should look like beyond the superficial. Being consistently prepared is a small habit that will yield dividends in generating good leads and in closing deals.
Learn why putting effort into research and personalized outreach helps you can stand out in a sea of generic pitches, the essential role of consistency in outreach efforts and how intentional, active listening and asking the right questions will elevate your sales conversations and make you more memorable & valuable.
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Will Milano
Chief Marketing Officer, Integrity Solutions
In this Mental Selling episode, you’ll learn:
- Why you should put in effort to personalize outreach. If you do your research and offer value up front, you can stand out in a sea of generic pitches.
- The essential role of consistency in outreach efforts. Learn how focusing on a manageable daily outreach plan with personalized touches can lead to long-term success.
- The power of preparation in sales interactions. Find out how intentional listening and asking the right questions can elevate your sales conversations and make you a memorable and valuable partner for your prospects.
What to listen for:
- [01:19] The Hidden Habits of Elite Salespeople
- [05:13] Being Intentional in Sales Outreach
- [10:32] Building a Consistent Sales Pipeline
- [16:04] The Right Way to Prepare for Customer Meetings
- [19:09] Listen and Focus on Essential Questions in Meetings
- [24:02] Maintaining Resilience and Motivation in Sales
- [27:33] Planning Your Sales Career and Promotion
Additional Resources From This Episode:
- Follow Paul on LinkedIn
- Paul’s website
- Paul’s book, The Work Before the Work
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