From the course: Interview Tips for Sales Professionals

How to approach this question

From the course: Interview Tips for Sales Professionals

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How to approach this question

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- Reaching out to a prospect without doing your homework. That's a recipe for a giant no, thank you. Of course you know this and of course you study the person and the organization before you pick up the phone, send that email, or invite someone to meet with you. To answer this question effectively you'll want to spell out the specific things that you do as you prepare for that initial contact. That means rather than just saying, "Oh I look on LinkedIn," or "Oh I went to their website." You want to provide some detail. For instance, maybe you say "I used LinkedIn to find a shared bond," or some other nugget that may serve as a good conversation starter. Or perhaps you head over to Glassdoor to better understand what their employees are saying about working there. Whatever methods or platforms you use to prepare, just be sure and come to the interview ready to share the details.

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