KNOW THYSELF? BETTER YET: KNOW THY CUSTOMER. The sales landscape is littered with stories of salespeople who pitched products and services to potential customers they didn’t bother to research. Taking a naïve (at best) or arrogant (at worst) approach, these kind of salespeople think all they need to do is dazzle with facts, figures and sales acumen to seal the deal. Or they think the product pretty much sells itself, so why do any research about potential buyers?
We recently interviewed 24 top executives in the process of developing our SalesSpeaking® course. Listen to Sharon Black, President of Strategic Accounts at Robert Half International, as she tells the story of the novice salesperson who didn’t put much stock in knowing his audience.