Selling Involves Knowlege

If there’s one thing sales people must have it is knowledge. Knowledge is power, and for the sales person it is profits. The right information at the right time can make or break a sale.

So what do you need to know? Basically 3 things:

• Product

• Processes

• People

If you don’t know the product, you won’t be able to know what to sell. You need to learn your product forwards and backwards. When you sit in front of the customer you should know your product better than anyone else in the room. This gives you the chance to highlight the products benefits to the customer and therefore be able to close the sale.

You need to understand the processes that go into the production and distribution of your product so you know what you can commit to the customer. You also need to know the processes of the customer. How long does it take to make a purchase order, who gets the invoices, who receives the goods. This helps in creating smooth operations.

You need to know the people to contact both at the customer as well as within your company. While systems and procedures work well, you need people to put those processes into gear. Contacting the right person at the customer can get you to close the sale sooner. Knowing whom to contact within your organization can help source the material your customer needs sooner.

So to be a better sales person, get learning.