Here's the answer...
You have to separate yourself from the competition. You have to be different. You have to be better.
One of the best ways to separate yourself from the competition is to know everything there is to know about your products and services. If you know what you are talking about, the customer feels it and starts trusting what you say.
The goal is not necessarily to be able to give very technical characteristics. The goal is to know the product so much in depth that you are able to simplify the complicated characteristics into powerful advantages for the customer to use the product. This means applying what you learn by turning your product knowledge into benefits and presenting these benefits to your customers.
It also means knowing your customer's business as well, or better, than they do.
Learning and self-improvement implies one essential feeling: the desire to be better, the desire to improve.
Many sales people are often surprised to find themselves dropping behind their competitors, but when they examine themselves, they find that they have stopped growing because they have ceased their effort to keep up with new selling techniques, new products and new marketing strategies.
Some people are so busy trying to learn the “tricks of the trade”, they never learn the trade. Your ability as a sales person is always on the move, either one way or the other. It is either getting better or getting worse. Everything you do not use is slipping away.
Thirty minutes a day spent studying your business will make you one of the top experts in your business in a very short period of time.
One of the most successful sales people I know is a manufacturers rep for a seafood company. I first met him at a trade show where I asked him a question about a specific species of fish. He reached in his brief case and pulled out a 3 ring binder that was about 3 inches thick. This binder was filled with magazine articles, pictures, charts, newspaper clippings and notes that he had collected. He was continuously collecting information about his specialty. He was one of the most well informed sales people I have ever met, and is it any wonder he was so successful?
You can have the same resource at your fingertips right now. Any question or situation you can come up with you can have the answer immediately. I have done all the work for you! I will provide you with all the tools you need to be in the top 10% in the industry.
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