The pre-sales survey enables you to find prospective customers who are more likely to purchase your type of product or service than not and to purchase from you instead of your competitor.
When you collect qualifying information about each company and contact that you ‘suspect’ is a good ‘prospect,’ and you understand the sales context before you reach out to talk with them, you can:
- Reduce and avoid wasted time with people who won’t buy from you.
- Speak sooner with the right people in the right companies.
- Find out what truly resonates with the buyers.
- Get to discussing their pressing needs sooner and with more insight.
- Shorten your sales cycles.
- Make sales conversions more likely and easier.
- Obtain larger deals with suitable customers.
What should you know about the company and person you are calling ahead of time? Perhaps it would help to know the answers to at least these questions:
- The size and current or future business focus of the company
- The correct contact person’s correct title, along with their department, position, duties, and their work focus and priorities
- Some sense of their current business tools and arrangements relevant to your product or service
- Whether they or their company meets any requirements (technical, financial, etc.) in order to do business with you.
I’m sure there are more good answers to have before you make the sales call.
Want to discuss this? Contact me here: Chris@ChristopherAnacker.com