Know it - Knowing your stuff is an important part of the sales process; you have to be confident in what you are saying and how your product or service can solve the client’s needs.
This will also provide you with the ability of seeing opportunity of how your offering can be adapted and when it is not suitable.
However in saying that it is good to know what you are selling, you don’t have to know everything. As in this is the ability to bring in an expert, especially if it is on a technical sale.
Bringing in the expert will help to reassure your client that you’re not just the slick sales guy saying yes to everything.
So knowing it is really in two parts knowing your product but also knowing when its time to bring in the expert.
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