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Selling Made Simple: The Power of Preparation

The essence of strategic preparation in business cannot be overstated. It's about more than just setting the stage for a successful sales presentation. It's the catalyst that accelerates your business relationships and expedites your business's growth. In the world of entrepreneurship, each step taken towards understanding your potential customers lays the groundwork for more meaningful and productive interactions.


Remember that selling is not intuitive or something people are “just good at.” Successful selling is about mastering a multi-step sales process that begins with prospecting, where you identify potential customers who might benefit from what you're offering. This is followed by preparation, where you do your homework on those prospects to tailor your presentation to meet their specific needs and challenges. Each step in this process is important and builds upon the previous one, but preparation is particularly critical to success. It sets the foundation for a tailored approach that speaks directly to your prospects' needs, distinguishing you from competitors.


Preparation is key in sales

Preparation: Your Fast Track to Better Business Relationships and Growth


Let's talk about where we left off last time: prospecting. It's the first step, and it’s when you start looking for folks who might need what you're selling. We went over figuring out who those people are, making a list, and then trimming it down to the best fits. Now, with a solid list of potential customers in hand, it's time to dive into the next big step: getting prepared.


By preparation, I mean doing your homework on those prospects. It's about tailoring your sales presentation, so it speaks directly to what your prospects need and want. Showing them you've taken the time to understand their challenges not only makes them more likely to listen to you but also sets you apart from the rest. Good prep work makes all the difference and can really boost your chances of success.


Let’s assume you now have a good list of prospects. What’s next? Check out these three easy tips to help you become great at preparation:


1. Leverage Online Resources: Starting with a Google search on your prospect is not just a smart move; it's the easiest and most accessible step in your research and preparation process. The wealth of information available through their online presence is invaluable. It’s hard to imagine there was once a time before the World Wide Web and Google, when discovering volumes of information about businesses and individuals required more than just the click of a mouse. A quick search can reveal social media profiles, community involvement, and professional backgrounds, offering you a comprehensive view of your prospect in just a few minutes. You can do this anywhere, anytime, right from your smartphone!


2. Engage on Social Media: Social media, particularly professional channels like LinkedIn, offers a wealth of insights into your prospects. It’s important to approach this step with respect to ensure you’re not intruding but strategically gathering information. LinkedIn, for instance, is an excellent place to start, because it allows you to learn more about your prospect's professional interests and experiences. While it's beneficial to see if they have a presence on platforms like Twitter (now known as X), Facebook, and Instagram, use this information to understand them better as individuals without overstepping.


This kind of respectful engagement and observation can unearth valuable details about mutual interests, making it easier to find common ground. As you gather this information, it's crucial to keep detailed notes. Whether you jot down your findings in a notebook or store them in your Customer Relationship Management (CRM) application, having this information at your fingertips can be invaluable.


Preparation is an important part of the selling process

3. Discover (and Utilize) Mutual Interests: Following the insights gained from social media research, discovering and considering your prospects' interests, especially following social media research, becomes a powerful step forward. This knowledge is particularly invaluable when you’re initiating contact, whether you're reaching out “cold” or meeting them for the first time in person. Mutual interests can transform these initial interactions from mere formalities into meaningful exchanges.


The magic of mutual interests, such as supporting the same sports team or sharing a passion for community events, lies in their ability to instantly create a sense of connection. This common ground can significantly ease conversations, making them more relaxed and genuine. However, it's crucial to approach these shared interests with sincerity. Authenticity is key; pretending to share an interest you know little about or don't genuinely care for can backfire, leading to awkward or unproductive discussions. The objective is to build a connection on honest and shared experiences before diving into business matters.


Important note: Skipping this essential step of preparation and jumping straight into presenting your products or services can mean you miss the opportunity to build this personal connection. Effective preparation, including the identification of mutual interests, not only sets you apart but also demonstrates the depth of your commitment to truly understanding and valuing your prospects.


In conclusion, effective preparation is key to unlocking the potential of your sales efforts, setting the stage for meaningful connections and successful outcomes. Remember, a strong foundation in understanding your prospects' needs and challenges is crucial for any sales strategy. If you're looking to boost your sales, enhance profitability, and drive business growth, I invite you to connect with me personally for a complimentary session. Together, we can craft a strategy that propels your business forward. Let's start building your path to success today!

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Dear Tiffany,

Happy New Year and New February.

Hope you are all well.

Thanks for the insight and keep em coming!

Sounds a lot like my 6 P's from years ago.

Proper Preparation Prevents Piss Poor Performance

Be well.


Tiffany Kyllmann
Tiffany Kyllmann

Hi Brad - That is another way to put it :)! Thanks for the encouragement - hope all is well. Tiffany

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