Thanks to Connie Kadansky, the Sales Call Reluctance Coach, for a great interview on Blog Talk Radio about how to know more to sell more. Connie says, “Even with the recent Brexit vote, you cannot deny that we are a global economy. Keep your chin up and be the visionary!”
We talk about my new book and how the four critical sales strategies can help individual sellers gain confidence in meeting with executives and leading complex sales cycles. We focused on the first strategy–Knowledge–Look Deeper, and I challenged listeners to know more about their prospect company, more about the industry and market, more about business in general before they have conversations with big company executives.
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I totally agree with Connie. It is definitely a must to know everything if you want to sell more. Knowing more means having a thorough research about the company in prospect, the industry updates, company news and activities. I’d like to add too that knowing more means knowing the product or service that you represent inside out.
If we want to gain the trust of our prospective buyers, we have to sell confidence as well. And one of the ways to capture this trust is to allow the customers know that you know what you are talking about. This is when you start making a connection with them.
Thanks for your comment, Brooke! And you are so right that you also have to know your product/service. But especially you have to understand how it produces awesome business results.