Being the most prepared salesperson has several benefits. Firstly, it allows you to understand your customer's needs better, which can help you tailor your sales pitch to meet those needs. This can lead to higher sales and customer satisfaction. Secondly, being prepared shows professionalism and dedication, which can help build trust with your customers. Lastly, being prepared can help you anticipate potential objections or questions from your customers, allowing you to address them proactively.
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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.