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RAB Research Archive

Understanding Each Prospect’s Buyers



No one holds more keys to a prospect's needs than the customers they do business with on a regular basis.

Understanding the needs of each prospect's customers gives salespeople additional insight into the prospect's mission and goals.

Online message boards, social networking sites and industry blogs are tremendous sources for finding customer feedback.

Customer research may also reveal the role a specific product or service can play in helping the prospect's business grow.

More than anything else, customer research provides valuable clues about what the prospect's company values most, and how that info can be leveraged to create a stronger sales approach.

Ultimately, it provides sales pros with a competitive edge before the initial handshake even takes place.

Source: Sales consultant Tom Reilly





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