Number of words – 139

Few sales people take the time to thoroughly research their prospects, their unique needs and operating environment. Jeremy knows that taking time and initiative to learn a bit about his potential clients before he meets with them will go a very long way in helping to make a sale, and to satisfy his clients’ need at the same time. After he sets up an appointment to see a new prospect, Jeremy researches the organisation extensively to discover its specific marketing problems, then devises a solution to present at the first meeting. In most cases, his prospects, expect to spend the first meeting simply explaining their problems, are pleasantly surprised that Jeremy not only knows what their problems are, but has already thought about ways to solve them.

Excerpted from ‘1001 Ways to Take Initiative at Work’ by Bob Nelson