http://blog.cosproagency.com/2009/09/22/be-an-expert/ News & Tips About Marketing Through Demonstrations Fri, 29 Jul 2011 15:36:54 +0000 hourly 1 http://wordpress.org/?v=3.2.1 http://blog.cosproagency.com/2009/09/22/be-an-expert/comment-page-1/#comment-3653 CosPro Agency » Blog Archive » Selling Basics - News & Tips About Marketing Through Demonstrations Tue, 22 Sep 2009 19:51:00 +0000 http://blog.cosproagency.com/?p=898#comment-3653 [...] BE THE EXPERT. Know your product or service, know your prospect and know your competition. Customers need to feel secure that you know your product and their situation. Your product or service should address an important issue that you learned from your questions, such as reducing costs, improving revenues or avoiding a problem- something that will move their business forward. Your product or service offer should be tailored to address the buyer’s business problem. In addition to solving a compelling problem, you need to understand the kind of deal the buyer is used to or expects, such as cost, terms, discounts, incentives, etc. It is important to know the expected, to be an expert, even if you hope to create a different arrangement. [...] [...] BE THE EXPERT. Know your product or service, know your prospect and know your competition. Customers need to feel secure that you know your product and their situation. Your product or service should address an important issue that you learned from your questions, such as reducing costs, improving revenues or avoiding a problem- something that will move their business forward. Your product or service offer should be tailored to address the buyer’s business problem. In addition to solving a compelling problem, you need to understand the kind of deal the buyer is used to or expects, such as cost, terms, discounts, incentives, etc. It is important to know the expected, to be an expert, even if you hope to create a different arrangement. [...]

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