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Being underprepared in sales can lead to a number of negative consequences. It can make a salesperson appear unprofessional or amateurish, which can damage their credibility and trust with the customer. It can also result in missed opportunities, as the salesperson may not fully understand the customer's needs or how their product can meet those needs. This can lead to ineffective sales pitches and ultimately, lost 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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