ACTION 3: REVIEW NOTES FROM PREVIOUS MEETINGS OR RESEARCH

There’s a reason your manager or company leaders request that you document information about your customers—it’s invaluable. Use your internal systems and records to stay up-to-date with the buyer’s history with you or your company. Then take it further for greater probability of success. Dig deeper into your preparation by using Quick Research, the second page of the Quick Prep Tool, shown in Figure 5–2. The Research page provides thought-starters for identifying additional research points for you to access. Today’s technology allows us to easily learn more about buyers, companies, and industries. In addition to reading trade magazines, identify relevant websites to locate information ...

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