Most salespeople know a lot and totally misuse the knowledge. They feel compelled to dispense what they know to the prospect in great detail and at the slightest provocation, thinking all the while that they are building credibility and demonstrating why the prospect should buy from them. Think about that for a while and then think how you react to salespeople who do that to you when you are the buyer. In reality, the best use of your knowledge is as a basis from which to ask questions. If you know the product and know the industry then you can ask more intelligent questions and glean more information than the novice who can only ask superficial questions. You will be able to recognize pain indicators when you hear them and follow up to get to the compelling reason to buy. Meanwhile, the novice misses the opportunity to follow up because they do not understand or appreciate the significance of what the prospect says. You know a lot and when you use that knowledge correctly then you have a much better chance of demonstrating your knowledge y the intelligent questions you ask.
Use Your Knowledge
June 25, 2015 by
