Landing Customers by being an Expert

Did you know that when you let your expertise in your business shine through in your conversations with customers or clients, you can set the tone with that person and earn their trust as a result. And that trust often equates to completing the business process with that person. When you know what you sell inside out and backwards it really can pay off in additional sales for you.

Many business people I know the struggle with their business simply because they either do not know the market area well enough or they do not know the products of what they are selling well enough. And when this lack of knowledge comes across to the customer, it could result in a lost sale.

What should you do? Learn everything you can about the business. It is important to take the time to not only learn from the marketing materials provided, but to also do your own industry research. This could include asking other people, reading articles, searching for news stories or attending conferences and events.

Particularly if you love what you sell, doing this research can take no time at all and it really can pay off with additional sales or new clients.

Think about when you are interested in purchasing a product, but the sales person just can't answer your questions or give you the information you need? What do you do? Chances are you will find someone who can, and purchase it from that person instead.

What happens if someone asks you a question, and it is one that you don't have the answer to? Never fake it or lie, believing the customer would never find out anyway. Like most people, if you discover a sales person has lied to you, what do you do? Either write a complaint to the company or tell all your friends that the sales person lied just to make the sale. So if you do not have an answer, let the customer know you will find out the information they need and you will contact that what the answer.

So definitely become expert at what you sell because the time spent now will continue to pay off for as long as you are it that product area.

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