Have you noticed how many of your prospects these days have a whole lot of knowledge regarding what you’re selling? Sales expert Jill Konrath has and she writes about it in anew article on ZoomInsights. Prior to meeting, today’s buyers have done their homework. They might have researched your company. They know about your products and services. They know about your competitors. They may even know a good deal about you — personally.
Konrath writes that today’s buyers want intelligent conversations centered on their key business challenges and needs. They’ve raised the bar for salespeople, and Konrath explains how to meet the challenge. And the answer is not, “having a great pitch!”