Do your homework to have more productive meetings

10/4/2013 |

You'll need to put in some prep work to make sure key meetings with prospects go off without a hitch, writes Sean McPheat of MTD Sales Training. Make sure there is a clear objective for each meeting, and do your research to learn as much as possible about prospects, he advises. Using social networking sites can give you a more in-depth understanding of your buyers' needs, McPheat notes.

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