KNOWLEDGE IS POWER, BUT GETTING DRUNK ON THAT POWER IS DANGEROUS
Walker talks about product knowledge and what really matters the most by sharing a little story about a boy who’s good at asking questions, who got ruined after learning from product school. Walker emphasizes that no amount of product knowledge can make a sale if you don’t understand your customer’s needs. Understand more about why it’s not about your product or service in this latest episode of No BS Sales School.
NON-BS WORDS TO THE WISE
IT HAS NOTHING TO DO ABOUT THE PRODUCT
“It's not until somebody becomes a professional, that they realize it's not about the product. It's about understanding people, where they come from understanding what's their perspective, and why are they here. What are they hoping will happen? What's the problem they're trying to solve?”
WALKER: TAKE CONTROL OF THE CALL RIGHT FROM THE START
“Best fit is absolutely in the eyes of the beholder. It has nothing to do with you, stop selling, start listening, start asking questions, not just about data, but what it is that motivates them? What are their opinions about why they are in the situation they're in the situation they are and how it should be fixed.”
Where to find Walker:
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