Rule #1, Be a Good Listener
We see this situation all too often; a company brings in a product expert to train the sales team on the new product lines rolling out next year, and the sales person is instantly ready to spew all the details out to the next customer they encounter. Essentially, they become a walking brochure.
What do the top performing sales people do with all this great information?
They memorize it, they practice saying it, practice when to say it, and they make it their own. Top performers know that there may be a chance when this new information could come in handy and they want to be prepared.
However, they also know, just like all the other sales skills they’ve honed over the years, that in order to best utilize these tactics, the first step is listening to the their customer.