Support Your Sales Through Knowledge
As a manufacturers’ representation firm in the HVAC (Heating, ventilation and air conditioning) world, I have found that every good sales person needs knowledge in three overall areas. It’s what I like to call the Three-Legged Stool.
- Product knowledge (the sales person thoroughly understands the function, origin and use of the product).
- Customer knowledge (the sales person makes the effort to see the world through the customer’s perspective, thus getting a better grasp on how the product is relevant to them).
- Market knowledge (the sales person has looked at the bigger picture of the product’s industry and the customer’s environment to understand developments and anticipate trends.)
If you have all three legs of the stool, you can be very successful at selling. If you don’t, your company will need to ensure training is provided in the areas that are weak.