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#1 Knowledge of the Product

Knowing your product is very important and the more you know the better you can sell.  You did great in sales because you were passionate about the product and you knew the latest in fashion and you knew what looked good.  Didn’t matter who that person is because you know styles, patterns and colors… you just know what works.

Example: Think if you were to buy gas a giant gas super mall and prices were no more than 10% of each other. If the attendant explained to you how XYZ Gas was so much better than ABC Gas and it would give you more miles, but it cost a “bit” more, you would not really care, because you are sold on the advantages.

#2 Knowledge of the Audience

If you know your audience, you don’t need to know the product. Know who you are selling to and you will know what they need and know their pain points. If you can find the pain, price is not a problem, finding a solution for the pain is all the buyer cares about.

Example: Think if you ran out of gas, in the middle of the night, in the middle of the desert. How much would you pay a gallon?

Both simple examples, but which one do you think is better to master?