Not doing preliminary research on a prospect's business can lead to a lack of understanding of the customer's needs and how your product can meet those needs. This can result in ineffective sales pitches and a lower likelihood of closing the deal. It can also make the salesperson appear unprofessional and underprepared, which can damage the relationship with the prospect.
People will only do business with others once they know them, like them, and trust them. They will b...
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