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.
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Tomorrow - May 10 - 11
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Laugh and your world changes
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Today - May 9
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Wow a customer, get a referral
Read MoreAsking clients for intros inside their organizations doesn’t just help you get meetings; it is also a fast track to learning how they think about your offering. They won’t intro you if they don’t like you.
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May 8
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Read More
TOP 10% meeting prep
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May 7
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Today is Give Yourself a Break day.
Read MoreIndeed, you deserve a break today…and tomorrow. Be as good at practicing self-deprecating humor, grace, and forgiveness as you are at practicing your presentations.
"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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