Why and how does selling depend on practical knowledge?

Selling without practical knowledge, in my experience, is futile. Why? Creating a sale or exchange for money requires understanding. It’s best to reach this in the first meeting. So, the focus is all about her, not you – clear-eyed practical expertise.

Overlooked know-how – will she believe you can help?

For her, the meeting is to figure out her chances of success. Your potential sale is over if you fail this audition. Giving irrelevant context or facts annoys. So, adept sellers postpone discussing markets, technology, and features. Understanding and repeating her desired outcomes is vital.

Go-to advice: inquisitive questions get honest responses.

All decision-makers have the information necessary to conduct a trade. As the buyer, she must reveal this during your talk. Try asking: What is your reason for wanting this situation to change? She paints her triumph in a sincere answer. This desired result sheds light on purpose and motive. You've learned three critical factors within a sale: outcome, reason why, and motivation.

School of hard knocks: you help her win; you do not win her over.

Each buyer questions if a better future is possible. You gained private information. Use this insight to unfold what you do. Link her wins prime factors with your unique approach, enabling progress.

A playbook doesn't sell. Personas and scripts miss a prospect's intent. Great selling involves applying actual knowledge, skills, and competence.

Closing tip - the best setting is a face-to-face meeting.

Are you pondering my thoughts on this post? Share what is on your mind at converse@marketenabledsales.com.