by Rick Baker
On Aug 10, 2011
Sales Tweet #278 Knowledge can backfire. Selling has little to do with the technical things you know and/or talk about.
The Thinking Behind the Sales Tweet
Does this sound familiar? ...As time goes on, you learn more and more about the product/service you sell. Human nature being what it is you cannot resist sharing with prospects all the technical stuff you know. You are brilliant and you want to light up the prospects’ offices. As you do this, you talk too much and you listen too little. You educate the customers. They applaud. But, your Sales fall off. You are all tied up in technical know-how and forgetting how Sales are achieved.