Have you ever taken over someone else’s client list?
Maybe you just started at a company that had an opening on the sales team, or perhaps you inherited a list from someone who was promoted or left the region.
Whatever the situation, you may feel a little uncertain about approaching customers who’ve gotten used to working with someone else.
Just make sure you are thoroughly prepared before you meet them for the first time.
Research the history of the account, the background of the decision-maker(s), and as much information about the market and competition as you can.
The goal is NOT to show off how much you know; it IS to be be as familiar as possible with the details so you can competently answer any questions, offer relevant information, and let the customer see that you got what it takes to serve their needs.
© 2009 YOU ROCK!™ Communications
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