A lot of sales people feel that if they know all there is know about their products, they know all they need to know. This is a mistake. Yes, you need to know your product, and you need to know how it compares with the competition’s products, but you also need to know the wants and needs of your prospective customers.
How do you gain that information? Simple. You ask purposeful questions. These are questions about your prospects, not about what you have to sell. Once you get a good sense of what your prospective customer wants and needs, then you’re in a position to explain how your products would benefit (or not) the customer. Without this personal information, you’re only guessing.
Know your customer and know your product.
Author: Nathan Jamail
Nathan Jamail is a keynote speaker and bestselling author of 5 books, including his most recent “Serve Up & Coach Down.” With over 25 years of leadership in Corporate America as a top Director of Sales and a small business owner of several companies, his clients have come to know him as “The Real Deal.” Nathan has taught great leaders from across the world and shows organizations how to have a “Serve Up Mindset” to achieve maximum success. His expertise doesn’t come just from research or interviews. It’s from living the life of leadership for over 25 years. As a sales leadership keynote speaker and author who works with thousands every year, he challenges leaders to be the best version of themselves and settle for nothing less! Check out Nathan Jamail’s books, articles, keynote presentations, and blogs at NathanJamail.com or follow us on LinkedIn, Facebook or Twitter.
