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Sales Tip - Increase your prospecting skills by being an Industry expert

Guest post by: Peter O'Donoghue

Article Overview: Ensure your sales prospecting success by becoming seen as an Industry expert. If you follow the techniques shown here, you will soon become the top sales representative in your industry. Check this out here.....

Sales Tip - Increase your prospecting skills by being an Industry expert

You are blessed to be selling in an environment where all the information you will ever need to be star salesperson is easily available. What's even better is it is either free or virtually free. If you grab the opportunities that these sources of cutting edge material provide you then your sales success is guaranteed. The best news is that most of your competition will never, ever take the time or energy to spend a short amount of time to make this work.

Google Research:





Ah, Google! Possibly the greatest invention of the 20th Century. What did we ever do without it?

I know what I did without it because I was selling before it existed. I can remember spending a whole 4 days ringing the head offices of my target clients so that I could get their annual reports. These annual reports were like gold dust because they listed every regional office, they outlined the companies vision for the future and they gave the basic financial information about the company. In short they gave me all the information I needed to know to generate my sales strategy for the coming year. Way back in the day, that 4 days was the best investment in my sales year.

What I did then was easy to do but it was also easy not to do. That's why many of my competitors never did this level of research.

Today I could do that in a few hours. This also means that your rather less professional and lazier competition might be able to do the basics now too. Don't worry because you are just about to be introduced to some tools that I guarantee 95% of your competition have never heard of, never mind are using.

How much would you pay an administrative assistant to spend their entire day searching the internet for the latest news on your:

• Your prospective Target clients companies

• Your prospective target individuals

• Your Competitors and/or their products and services

• Your Existing Clients

• Your Industry

• Your products or services

• Industry commentary

• Industry Trends

• Legislation relating to your Industry and your clients Industries

• People Blogging about your Industry

• People asking for help in forums about the products and services you provide?

What competitive edge could you have by accessing that level of specialized knowledge on a daily basis? Would you be prepared to pay me £1,000 per month for that?

The good news is Google gives you this for FREE! The better news in hardly anyone in sales has any idea of the power it can bring your business. Let me show you.

Google Alerts:

1. Search for google accounts in google and sign up for a google account. It shouldn't take you more than 5 minutes.

2. Sign into your account and left click on Google Alerts or search for google alerts on Google search.

3. You will then see something like this:

Don't be fooled by it's simplicity. This is one of the greatest tools you can ever use to increase your sales in today's information age. Whatever search term you enter will create an alert from Google. This means that every time Google picks up a reference to that term they will email you and tell you. It is truly amazing.

• Your prospective Target clients companies - Every time they send out a press release, every time they announce a new contract, every time they win an award, every time they are mentioned in the press, every time they publish a whitepaper, or report, every time they announce staff changes, every time they announce financial information, anytime someone blogs about them ---- you will be informed. Immediately and for FREE! If you cannot find a way to use this information via an introductory email, telephone call or hand written letter then you might not have a long career in sales!

• Your prospective target individuals - Every time a specific person is mentioned you will be notified. Every time they are speaking at an event, every time they give a testimonial to another company, every time they write an article, every time they make a forum post, every time they move companies, every time they are interviewed, you will be notified.

And the same can also be said for all of the ones below.

• Your Competitors and/or their products and services

• Your Existing Clients

• Your Industry

• Your products or services

• Industry commentary

• Industry Trends

• Legislation relating to your Industry and your clients Industries

• People Blogging about your Industry

• People asking for help in forums about the products and services you provide?

This information is priceless. Use it. You can build a hugely successful appointment making campaign just off the timely information delivered to your in box for free from Google.

We deliver regular sales tips and techniques like this in our free newsletter which you can sign up for by following the link in the bio section.

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  Remember, it is only the Behaviors that count!©
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  Sales Prospecting Techniques
  Keep Prospecting Simple©

Article Tags: 20th century, administrative assistant, amount of time, annual reports, best news, cutting edge, financial information, gold dust, google, google research, greatest invention, regional office, sales strategy, sales success, salesperson, searching the internet, target clients, target individuals



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