#484 S2 Episode 353 - TOO MUCH IS NOT GOOD: Balancing Time For Research And The Rest Of The Sales Process

INFORMATION IS PRECIOUS, BUT TIME IS ALWAYS GOLD

It is great to be able to do research about your prospects and the problems that you want to solve for them, but you shouldn’t spend all your time with it as well. In this episode, Collin talks to Rod about the importance of allocating just the right amount of time for research, and setting a time limit for yourself can help you get information faster, so you can work further into the next steps. Research more about this by tuning in to the latest episode of Sales Transformation.

 

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TRANSFORMING MOMENTS

• The foresight methodology
• Knowing just enough to be deadly
• Don't fall into the trap of doing too much research
• The more practice, the faster you get information

“I think it's so easy for people to fall into the trap of doing too much research. When I work with folks, I put that timer on, you've got to put the timer on, and when the three minutes are up, that's it, but you start to get better at finding things faster, the more that you put that into practice, it's kind of like muscle memory.” - COLLIN: Don’t put too much time into research

 

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