A salesperson can improve their understanding of their prospects' businesses by conducting preliminary research on the prospects' businesses. This will help them gauge what they are selling and how it can better fit their customer's needs. Being well-prepared can make a salesperson appear more professional and knowledgeable, while being underprepared can make them look like an amateur.
People will only do business with others once they know them, like them, and trust them. They will b...
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