Experts Have an Edge

The three elements of a successful sales career are activity, skill and knowledge. My feeling is that if one of these conditions is lagging behind, the other two can become more robust and keep us in the game while waiting for the lagging element to improve.

All things being equal, subject matter experts have an advantage over their competitors. Any buyer will prefer to deal with someone who exhibits a cold, spot on, understanding of the topic of the sale.

My advice to all salespeople, at any level of their careers, is to continue to learn as much as they can about their product or service and the industry they serve. A good starting point is a degree in the field choice. However, that advantage can be met and eclipsed by someone who really wants to become an expert.

Information is everywhere these days. You don’t have to go any further than the Internet to fill your head with relevant facts and figures that will develop your product knowledge. You can subscribe to trade journals and attend national, regional and local conventions. These events always have an array of industry seminars that can fill your head and push you ahead.

Finding time to invest in your ongoing education is not always easy. That is exactly why prioritizing your tasks and optimizing your time are so critical. You will never raise your knowledge level to expert status without a commitment to learning and staying informed.

One final suggestion…do not ever wing it with a prospect or customer. If you don’t have an answer, always say that you are unsure and will get back to them with the correct answer. If you misinform people you will go to the back of the sales line quickly. Tell them you will find out and then do it. Not following up on a question is almost as bad as getting it wrong.

An investment in becoming an expert in your product or service and industry is an investment that will pay off in future sales victories and increased income. I promise.

Play The Game

It is a cliché, but a truth that if you don’t play the game you can’t win. Winners not only play well and win; they take chances and calculated risks to achieve results.

In the world of sales and business, the unsure, reluctant or lazy are lapped by the fearless hard working competitors that prepare and compete. They are in the arena, on the playing field, in the game and in play.

The funny thing about doing extra, taking chances, being creative and out of the box, is that you don’t often get credit for it. People that place, show or worse tend to explain your success as luck or Divine providence. There is no luck. God gave us all gifts that some of us use to their fullest while others don’t.

The irony in my life is that I did some volunteer work the other day and the guy next to me turned out to be a very important person for my business. We struck up conversation and he invited me to visit him at his office to see if we can do business. I really was reluctant to go to the function and was debating if it was a waste of my time. I went anyway. I was visible, in play and on duty and I got my reward.

Get in the game, play the game, win the game. It’s up to you.