Sales campaigns often fail because the seller missed a critical step, writes Geoffrey James. The Internet can provide almost all the basic information you need about prospective clients, so take the time to learn that information before approaching the prospect. It's also important to know your competition—aside from your competitors' offerings, know how your competitors advertise products competing with yours.
James also stresses the importance of reaching out and meeting clients' needs, instead of simply trying to close a deal.
"The only way to approach a selling situation is with honest curiosity combined with a willingness to do whatever it takes to make the customer happy," he writes.
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