{"id":10016,"date":"2023-03-14T02:48:25","date_gmt":"2023-03-14T02:48:25","guid":{"rendered":"https:\/\/gccwebsites.com\/startupsales\/?p=10016"},"modified":"2023-03-14T02:48:25","modified_gmt":"2023-03-14T02:48:25","slug":"do-your-homework","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/do-your-homework\/","title":{"rendered":"Do Your Homework"},"content":{"rendered":"<p>&#8220;Doing your homework&#8221; is a key step in the sales process. Doing homework well requires time, research, and intentionality. If you only put in partial effort, your work and grade will display that. Likewise, in sales, the more research you do before the final sales attempt, the better your outcome will be. This is part of the &#8220;bonding rapport&#8221; step found in the Sandler Submarine sales-steps illustration. Customers are usually more inclined to have a conversation with you if you show intentionality.\u00a0I have been on the receiving end of both a sale that did this step well, and also a sale that failed to bond with my need.<img decoding=\"async\" class=\"alignleft lazyload\" data-src=\"https:\/\/th.bing.com\/th\/id\/R.28a016246b30d53d26bec8cf7719ec64?rik=z2HkHxeMh9Jq5g&amp;riu=http%3a%2f%2fwww.parentmap.com%2fimages%2farticle%2f9263%2fhomeworkgirl.jpg&amp;ehk=694d4Z8cn9dzgQphyFkZp8mUq4X7RXbHIZJqEcGFeSM%3d&amp;risl=&amp;pid=ImgRaw&amp;r=0\" alt=\"From the Teacher's Desk: Setting Your Child Up for Homework Success ...\" width=\"256\" height=\"169\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 256px; --smush-placeholder-aspect-ratio: 256\/169;\" \/><\/p>\n<p>For starters, when I toured Grove City, I noticed that my tour guide catered to my needs well. He was very knowledgeable on my prospective major and knew the answers to the questions that my parents were asking. This is because at Grove, our tour guides are well trained for different scenarios and taught to be personal in a way that connects well with families.<\/p>\n<p>On the other hand, when I went to the camp ministry fair a couple weeks ago, at one particular table, the representative from the camp I was interested in knew and cared very little about what I was looking for. He went onto give me a sales pitch about why his camp was the best one for me, before I even told him anything about myself. In fact, he seemed to know very little about Grove City College in general. Because of this, I was less inclined to apply to work at that summer camp. If he did not care to know about me, why should I care to know about his camp?<img decoding=\"async\" class=\"alignright lazyload\" data-src=\"https:\/\/assets.change.org\/photos\/1\/tc\/ef\/zYTceFMsgakOcFb-1600x900-noPad.jpg?1583875541\" alt=\"Petition \u00b7 Keep Grove City College's Doors Open \u00b7 Change.org\" width=\"281\" height=\"158\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 281px; --smush-placeholder-aspect-ratio: 281\/158;\" \/><\/p>\n<p>In the end, while doing homework can be strenuous and at times daunting, it pays off in the long run. It helps to break past entry level conversations, that are meaningless to the sale, and develops longer-lasting client relationships. It shows intentionality and gives the prospective client the notion that you deeply care for their need and are not a typical &#8220;sleezy&#8221; salesman.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;Doing your homework&#8221; is a key step in the sales process. Doing homework well requires time, research, and intentionality. If you only put in partial effort, your work and grade will display that. Likewise, in sales, the more research you do before the final sales attempt, the better your outcome will be. This is part [&hellip;]<\/p>\n","protected":false},"author":3096,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-10016","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10016","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3096"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=10016"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10016\/revisions"}],"predecessor-version":[{"id":10017,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10016\/revisions\/10017"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=10016"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=10016"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=10016"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}