Tuesday, 17 April 2018

What does a salesperson need to be an expert in?

I am sure if you search the internet you could come up with literally thousands of suggestions! However, I believe there is one area that is such a priority and so important that is supersedes everything else. And you know it is not sales tactics, it is not cold calling, it is not tenacity, it is not being organised, etc, etc  – although they can all really help.

What you need to be is an expert it your prospects and clients’ needs. What is important to them, day-to-day, month-to-month, year-to-year. This is why you need to do everything possible to spend time with them talking about their business, their direction, aspirations and goals.

Armed with this information you are able to make such a better job of aligning what you are selling to their needs. But there is something else – nearly always an expert is welcome. Your clients will want to talk about their business with you because you understand them, you have a level of genuine empathy, you may even be able to guide and help (without necessarily always selling something) and at the very least you can be a good listener and sounding-board.

What salesperson would not want that type of relationship with their clients!

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