Using Product Knowledge Effectively

Product knowledge is one of the most misunderstood topics in selling.  Business leaders often barrage their sales teams with information about their products in the hope that it will increase sales.  It never does.  Many have asked, “how much product knowledge does a sales person need to be successful?”  Those who pose the question are looking for an answer that reads like a checklist.  Sales people need to know this, this, this, this but not that. 

However, there is a problem with knowing a lot about a product.  It does not translate into sales.  Allow me to explain.  I have rarely been in a company where those who create the product, who know it inside and out, can convince anyone to buy it.  Why? Read More Using Product Knowledge Effectively »

Don’t Try Harder, Get Better

Surveys have consistently found that approximately 42% of all sales people fail to meet their quota.  Many of these sales people work hard and desperately want to be successful, yet they still struggle.  They often thrown their hands up in frustration and proclaim, “I am doing my best.” 

This declaration reveals the answer to their situation.  Stop doing your best.  Instead, get better.  Everyone has experienced times when their best was not good enough.  In those situations each of us has two options:  accept failure or get better.  Read More Don’t Try Harder, Get Better »