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Guest post by: Cheryl A. Clausen Become an Author

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As if it hasn’t been tough already it’s going to get a whole lot tougher. You either do what it takes to win, or you’ll get taken out of the game. It’s every man for himself.

Good advice in the past would have told you to be more knowledgeable, quicker to respond, and easier to do business with than the competition. And that’s still good advice, but it’s not enough. And it leaves out some key points for sales success.

For example, what kind of knowledge do you need? Most salespeople mistakenly think if they have superior knowledge about their product or service that’s enough. That knowledge alone won’t even get you on the field let alone in the game.

In fact, you can succeed faster with less product or service knowledge than the competition. The knowledge you need, the knowledge that will blow your competition off the field and out of the game is the knowledge important to the client. That means you have to know more about your ideal clients than the competition.

You need to know your ideal clients so well you can pinpoint how to find them with laser accuracy. Once you have them in your sights then you have to know how to communicate with them in a way that gets them to literally turn their heads and place all their focus on you and what you have to say. You can’t do that until you know a lot about them.

You need to know what they’re looking for. You need to know how they talk about it. You need to know exactly what they want and how you can tailor what you do to fill those wants better than the competition.

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