Research—it’s the cornerstone of a successful sales process, yet it’s often overlooked. But if you’re serious about growth, this is where you begin.
Think about your own experience as a buyer. When you’ve worked with a professional, you knew they cared about solving your problem. Why? Because they took the time to learn about you. They might have checked out your LinkedIn, asked insightful questions, or simply made the buying process smooth and easy through a well-designed website.
You knew, from the start, that they were invested in understanding your needs and offering solutions that aligned with them.
Now flip that. Think of a time when someone tried to sell you something, knowing nothing about you. They didn’t ask questions, didn’t personalize their approach—just jumped straight into a generic sales pitch. How did you react? Likely with disinterest or frustration.
Your potential customers feel the same way. If you don’t respect them enough to prepare, they’ll sense it immediately. And you’ll lose the sale.
Consistently.
The difference between amateur salespeople and the pros is simple: respect. The pros respect the process, respect the prospects, and they do the work—starting with research.
So, ask yourself: Are you willing to do the research? Or are you okay with getting the results that amateurs get?
Choose wisely.