Janek Resources: SPM September 2017

6 Tips To Provide A More Engaging Sales Experience

Product knowledge is essential for any salesperson. Whatever you’re selling, know it up, down, and sideways. Know it if it’s walking down the street toward you. Because the more you know about what you’re selling, the more confident you’ll be. And because the more confident you are when presenting to the customer, the more the product will appeal to the buyer.

Yet—and this is a big yet—what’s equally (if not more) essential than knowing the ins and outs of your product is knowing how it can meet the particular needs of the customer.

As Sherlock Holmes would say, it’s elementary: Fully comprehend the customer’s challenge and you’ll know how to sell to them. The best way to do this is to actively listen to what they have to say when they’re describing their dilemma. Whatever way you package your solution...

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