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Knowing the customer in sales is crucial as it allows the salesperson to tailor their approach and product offering to the customer's specific needs. This can lead to more effective sales pitches and a higher likelihood of closing a deal. It also helps in building a strong relationship with the customer, which is key for customer retention and repeat business.
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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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