Know Your Product
Now that we understand the essentials of selling, including the challenges faced in sales and the characteristics of successful salespeople, it’s time to move to applying the essentials. In this part of the book, you’ll explore the anatomy of selling and get an up-close view of each step involved before, during, and after the sale.
Most people recognize the key to selling value in enterprise deals is to focus on the customers and their businesses–not to lead with the solution. However, before we can sell value, we need to know the fundamentals of our product: What is it? How does it work? Who needs it? And how does it compare ...
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