The best thing that a sales person can be is knowledgeable, both about his business and about his client’s business. The Internet can be your greatest research tool when prepping for a sale.
The customer’s web site can provide valuable information about the customer’s company, products, finances, and personnel. Read the web site, learn as much as you can, and write down important questions or facts. Read the bio of the person you are going to meet with.
Them most important thing that you can do is Google the person that you are meeing with. Look for the on business social networks like Linked In and Spock. If there are no results, go back to the company web site and find out the name of the person’s boss. Anyone who is anyone is mentioned in some way on the ‘net. Find their bio and read it. Find commonalities. Find an interesting hobby.
Now you’re no longer making a cold call. You know something about the company, their products, and the person you’re meeting with. And you can begin to engage the customer who will be impressed with your knowledge.