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Understanding the product being sold is crucial to a successful sale because it allows the salesperson to effectively communicate the benefits and features of the product to the customer. It also enables the salesperson to answer any questions the customer may have and to address any concerns. Furthermore, understanding the product can help the salesperson to identify the specific needs of the customer and to tailor their sales pitch accordingly. This can lead to increased customer satisfaction and ultimately, more sales.
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People will only do business with others once they know them, like them, and trust them. They will buy the salesperson first, way before they even con...
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This section is about knowing the customer as well as the product being sold. Most salespeople tend to meet with the customer and then have them talk about their own business. The author specifies that a salesperson should take the time to do their own preliminary research on their prospects' businesses to learn how to gage what it is that they're selling, so that it better fits their customer needs. The most prepared salesperson wins, the underprepared looks like an amateur.
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