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Sales Training - Preparing


By Steven J. Schmidt

An important tip salespeople need to keep in mind is to always be prepared. Just because you're a smooth talker doesn't mean that you can't be a better salesperson. You can't just rely on your way with words. You have to be prepared, which would include knowing what territory you're going to be working, to planning how many hours you'll be putting in every day.

A major component of being ready includes having your product knowledge down to a science. Whatever the service or product you're selling, you need to know it like the back of your hand. Customers will test you and throw many objections at you. If they detect that you may know less than them about the product, your credibility is flushed down the drain and you probably won't get the sale.

This is why you have to come off as an expert in the product or service you're selling. Imagine going to Best Buy, for example, and asking about a certain digital camera. You want to know which is better between Panasonic or Sony. The expectation is that the salesperson at Best Buy will be able to give you the pros and cons of each. If you're slightly familiar with the two brands and the salesperson tells you something you know isn't true, how can you trust anything they say?

It's not any different if you're trying to sell someone something, other than the fact that you're coming to them instead of the other way around. This is obviously much harder, as the consumer coming into Best Buy is looking to purchase something right from the start. Therefore, in addition to knowing everything about your product, you need to be a smooth talker so you can convince them to buy your product.

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