Coffee For Closers

The Office “Stanley”

Knowing your prospects is a key advantage to help you one up the competition. Top reps enjoy learning about their prospects in order to help open the conversation. By keeping details notes about a prospect like where the lead originated from, how they heard about your product / service or which resources they’ve downloaded from your website can prove to be a valuable conversation started to help you better understand a potential customer. In this episode of “The Office,” before conducting call downs, Michael Scott (played by Steve Carell) fails to learn the basics about one of his prospects, which ultimately backfires when he finds out it’s actually his boss. By knowing the basics about a prospect, you can potentially close the deal faster and save yourself from following-up with unqualified leads.

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