Do you know enough about your prospects and potential strategic partners when you meet for that first appointment?

The Internet can tremendously aid your business in many different ways. One of the great benefits is Google™, the world’s leading search engine, aptly located at www.google.com. This search engine allows you to access a wealth of information about people – possibly those with whom you seek to form a relationship. Use this utility to research backgrounds on individuals prior to meeting with them.

As sales people, we’ve been told, “Use your mouth less and your ears more,” especially on the first few appointments. That gives us a clearer view of our prospective clients’ and referral partners’ hot buttons. [Read more…]