from my email:
Daily Sales Tip: Do You Know Your Own Industry?
In all sales positions, the company has the obligation to educate you about the specific product you are selling. The company operations manuals will provide you with technical skills and product knowledge. This knowledge however, rarely goes beyond that required to describe competently the product to a client.
We recommend that you set aside time on a regular basis, during which you can deepen your knowledge (and hopefully your enthusiasm/love) of your field. Your responsibility as a professional includes much more than learning elaborate descriptions. If someone were to say to you, "Tell me about the field you are working in," could you give them an interesting, in-depth explanation of how it started and where it is today?
Perhaps you think that knowing the history or theory of your industry is not necessary for your day-to-day selling. The fact is that with an increase in knowledge comes an increase in confidence and authority. The result: longer lasting client relationships and more sales.
Source: Sales consultant/author Dr. Tony Alessandra (www.alessandra.com)
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