Companies spend thousands of dollars each year to find out everything about a (particular) product. They send their agents of sales to products schools to learn the features and benefits of their products, through the process of becoming experts of the product, with the hope that the knowledge that acquire impel them to sales success. Unwittingly, promoted and financed a process that ends up creating beliefs and no support in the minds of its sales staff that actually inhibits their success with the possibility of losing two sales revenue and profit margins. Those beliefs are as follows:-to disseminate knowledge of the product to my prospectus I will build my credibility and hare more sales. -So the prospect understand the value of my offer I have to educate him. Unfortunately, found such thoughts, or no beliefs of support, which end up creating problems very difficult to sell. Once we understand these beliefs support problems can begin to change our thinking and behavior that will lead us to greater success in sales.
Despite being credible to your prospect, it is important to rely on them to provide a solution that limits the risk to which faces when making a purchase decision. How to build that trust is proving to your prospect, through a complete understanding of their problems, which reduces the likelihood of making a mistake in the recommendation that you do. Logically, to gain an understanding of the needs of your prospect, is obligation to ask some questions. Through your questions, you get a better understanding of their situation and therefore reduces the risk of a recommendation can be incompatible with what they need. Get questions about typical problems and understand the impact they have in your prospectus is much more important to give you information. In addition, demonstrated that education of the values of your prospectus allows use your information and recommendations as a way to store against the competition. This search model allows you to obtain competitive bids around its recommendations which, literally, extinguished their value and end up creating equality. Educate your prospect can make you feel good, but it will end up being your ruin. It is a blind alley that will force you to define your difference for one low price!