Bob Urichuck on research

Client research is an absolute must. It’s a fair sentence according to many sales proffesionals and I too have written about it before.

I attended Bob Urichuck sales seminar in Dubai, and I learnt about the revolutionary ABC123 sales system. It is a fantastic system and it has already started to pay for me.

However in the seminar there was no mention of client research. So I asked Bob about research and the ABC123 system. Well, I was wrong; research is in the system. Here is what Bob said:

Bob: Research goes on without saying it.
What is most important though is not to share what you know but to get the prospect talking - the more they talk, the more you listen, the more you learn and the more they will like you - you are building trust.

Research is necessary to identify decision makers, competitors, market positioning, vision, mission, etc. but do not let it take you away from asking those questions of the prospect.

Hope this helps, and don't be shy to A.S.K.!

Change in direction

In the past I wrote about both sales and marketing. I was looking at the world from a marketer's point of view. I have just been promoted and I am now a sales and marketing manager, so sales is going to be the most important issue and all marketing efforts should result in sales (well here the real marketing starts).
I guess this will impact the nature of my posts as now I think differently.
Stay tuned.....

Dubai Early Birds Blog

Finally our Dubai Early Birds' blog is up and running.
check it out, its growing really quickly.