Originally Posted by David Wallace
I can provide enough info to a person about my industry to make their head spin but then have more difficulty closing the deal.
Well, well, don't make the customer dizzy with industry knowledge!
We all know that customers love to buy, they don't like to be sold to (think that is a Gitomer phrase again). No one wants to hear about your company, about what you do. They want to know what you are going to do for THEM, specifically. As a previous poster said, its about being a solution provider, not a salesman.
Place yourself as a trusted solution provider and ally to your customer, personally or in business to business, and you are a top salesman.