Beating Sales Fraud

Watch this week's Short Attention Span Sales Tip here.

Good morning!

I was a terrible student. It wasn’t my grades. I scored well on tests. But nothing stuck. Even today, I find myself reading the same books over and over until the message sinks in. But when it finally finds its way to a permanent home on a rogue brain cell and I quote a passage or repeat a fact, something magical happens: confidence.

Feeling like a sales fraud often comes from not knowing enough. The antidote? Read. Study. There is more information publicly available on a prospect’s business today than ever before. That means there is no excuse for not knowing something about a company.

The first time I heard myself quote The Wall Street Journal, I felt like a rush of adrenaline. What a great feeling. Seriously, it was an out of body experience. At the time, I was golfing with two men who were titans in their industries and crazy-successful. I had every right to feel out of place. But when I saw their reaction, I suddenly stood up straighter, feeling that I belonged in the conversation.

Knowledge is a sales superpower. It gives you confidence and sets you apart from reps who only care about persuasion. By understanding a prospect’s world, you show you care—and you build credibility fast.

Plus, when you’re informed and therefore confident, you learn faster, grow faster, and push out a feeling that the customer can sense.

Is that enough or do you want more? The Sales Vault builds confidence. It even features and entire learning track on the subject of reluctant sales people. Get more information at SalesVault.pro or call Bill Farquharson at 781-934-7036.

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