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Posts Tagged ‘Sales Techniques’

A Strategy for Industry Expertise

June 25th, 2009 Richard Baldwin No comments

Often when I speak with sales people they express frustration that they need to sell to many industries their lack of expertise often compromises their ability to get to the next level. Often I hear questions like, ” I speak with prospects across all types of industries and it is difficult for me to demonstrate expertise, how can I improve my general knowledge?” Read more…

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Can product expertise hurt a deal?

May 20th, 2009 Richard Baldwin No comments

Expertise in the product you are selling is a key success factor to wining deals.  However, sales professionalism is still part of the overall process and simply having product knowledge does not guarantee a deal.  A common mistake made by the super knowledgeable sales person is to start rattling off all the virtues of their product or service without regard of customer need or requirement. Read more…

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