Monday, January 23, 2012

You Can’t Consult if You Can’t Converse

I said this in a comment on my friend Kate Hunt’s
blog, Looks Cloudy. It is a post about a sales person learning enough about their industry to ask their prospects. “How can I help you”?

It is not possible for you to do consultative sales if you do not know the industry or products. If you can’t carry on a conversation about their industry, how can you talk to them to sell them?

I am not a believer that sales people need to know everything about the product and the industry, but they do need to know enough to speak with the client.

They first have to be able to have a conversation with the client if they ever want to sell to them.