Knowing What You Are Selling

摘要

Poduct knowledge is paramount in the service industry, However, knowledge of customer needs should also be completely understood to accomplish closing the targeted prospect.rnOftentimes, our selling process places priority on just one aspect without regard to the other.rnCase in point: Recently, I had the experience of being involved in funeral arrangements for a close relative.rnThe funeral industry is, in large part, the definition of the service industry.rnThe director - a salesperson - said all the appropriate things to make the customer feel at ease.rnBut, the presentation of options was completely out of sync with the selling process.