I developed a systematic approach to prospecting that focused on deep research of decision-makers.
Before any meeting,
I gathered extensive information about:
• Their position and influence in the company
• Personal and professional preferences
• Past business decisions and patterns
• Company pain points and needs
• Contact information and availability
This preparation allowed me to walk into meetings with confidence and credibility. When I arrived at a dealership and asked for a specific person, I could demonstrate my knowledge of their business immediately.
The key elements of my success were:
1. Thorough background research
2. Following a repeatable system
3. Building rapport through shared knowledge
4. Presenting solutions based on actual needs
5. Understanding the decision-maker's perspective
This method became the foundation of My 5WH Simple Selling System and the community Project 2740, where we teach others to replicate this success across different industries.
The process isn't about convincing people to buy - it's about understanding their needs and providing relevant solutions.
Success in sales comes from preparation and research, not from persuasion tactics.
When you understand this principle, you can achieve consistent results in any industry.
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