STAPLES BizTIPs: Preparing your sales call

By Small Business Expert Roger Pierce, BizLaunch


Business to business selling can be complicated. It can also be intimidating, because you’ll likely have to present your product or service to a panel of people.

You can dramatically increase your sales by simply being prepared for your next prospect meeting. Follow these simple suggestions:

Know your prospect. Do your homework to find out everything you can about the prospect before your sales appointment. Learn about their industry, identify and understand their primary competitors and discover their challenges.

Identify pain points. Without dissatisfaction, there is no action. Your job as a seller is to provide solutions to your prospect’s problems, so make sure you know their pain points.

Anticipate objections. Prepare logical and compelling responses to common buyer objections such as price, timing, quality or reputation. Rehearse.

Arrive early. It may seem trivial, but aim to arrive 15 minutes before your scheduled meeting. You’ll have time to relax, be able to compose your thoughts, and, most importantly, impress your prospect with your punctuality.


You can learn more about this and other how-to topics in a free STAPLES BizLaunch Webinar. To find one near you, please visit today.


ROGER PIERCE is passionate about helping entrepreneurs achieve success. Co-founder of Canada’s largest small business training company,, he’s launched eleven small businesses of his own and personally experienced what he calls “the good, the bad and the ugly” sides of entrepreneurship.

BizLaunch advises thousands of Canadian startups through its popular how-to seminars and webinars delivered with partners such as STAPLES.

By Adam

July 30, 2010