From the course: Sales Meetings: Planning for Success
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Knowing more than expected in sales meetings
From the course: Sales Meetings: Planning for Success
Knowing more than expected in sales meetings
- I remember attending a customer face-to-face meeting a number of years ago. The previous account executive had left. The account executive with me had inherited the account. I didn't expect him to know very much, but what came out of his mouth took everyone in the meeting by surprise. He knew things that the previous salesperson didn't know. He knew things that I didn't know. He knew things that other people in a sales meeting didn't expect him to know. What a way to create a powerful first impression. In this video, let's explain why it's always a good idea to know more than expected and how to do it. If you're in sales, you understand the value of knowledge. You understand how you can use that knowledge to qualify, to propose, and to close. Knowledge is essential. Without it, you can't solve. With it, you can sell. There are three levels of knowledge in sales meetings. Level one, not knowing enough, level two, knowing enough and level three, knowing more than expected. Ineffective…
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