Take the Time to Understand Your Prospect's Segment

The next time you’re preparing to sell to a prospect, ask yourself, “Do I know the ins and outs of this prospect’s industry?” If your honest answer to this question is “not really,” do yourself a favor and take the time to understand what that prospect measures to gauge his/her success in business. Read the relevant trade journals, research the company’s history, and talk to people you know in the industry. The more you know about the industry and your prospect’s place in it, the better equipped you’ll be to demonstrate value that your prospect will appreciate.