Your prospects & customers depend on you to be an expert on your product.
While a relentless focus on talking with prospects and customers at every possible moment of the sales day precedes all else in importance, you and your team must know your business.
Product and industry knowledge on their own will never close a sale, but used and presented well, they’ll certainly enhance your perceived value to your prospects and customers.
Sales check:
Are you and your team regularly improving your knowledge on the details of what it is you sell and what it is your competitors sell? (hint: a company-wide quarterly meeting doesn’t make experts)
Putting together a formal PK/ IK* development plan (on your own or with your team) is well worth your time (outside the money hours, of course). It doesn’t have to be complex. It just needs a commitment to the effort and execution.
It’s your sales world. Choose to know your business.
*PK/ IK – product knowledge/ industry knowledge
Now go sell something.~>
