Salespeople who get the biggest deals and the best customers know that preparation is a major key. There’s no way around it. If you want to connect with a prospect and earn their trust, you have to take the time to understand their needs on a granular level.
Think using the phone as a sales tactic is dead? We’ve certainly written a lot about the demise of cold calling, but recent data points out the phone isn’t as old-school as we thought — in fact, it’s just being reborn.