Friday, 15 March
Today's Topic
Product Aptitude

Skill + Do

Getting product confidence in sales roles takes a while, so just be honest with customers about what you do and don’t know while building your expertise.

Buyers do not expect you to know every single detail about your product, but they also don’t expect to be buffaloed. MSU (Making Sht Up is never an acceptable approach in the high-stakes selling game.)

Positioning yourself as a true product expert relies partly on presentation confidence and a lot on genuine product knowledge.

Buyers won’t freak if you say, "Ya know, I wish I could answer that, but I’ve only been on board a few months and never been asked that before." That’s a legitimate approach. As is this line as a follow-up: "…I need to find out the answer to that for both* of us."

Honesty and humility go a long way to earning the buyer’s trust.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

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June 18

Q2 account reviews that make your mgr smile.

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June 17

Whadya mean, you're not killing it right now?

Read More

"Knowledge is knowing that a tomato is a fruit. Wisdom is knowing not to put it in a fruit salad." Brian O’Driscoll

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