In my last posting to this blog (April 25, 2006) I talked about "really knowing your stuff" in order to prove your worth to your customers. Today I want to emphasize that even more important than that is knowing the "right stuff."

The most elementary set of knowledge you need is product knowledge. You need to know your product or service inside out. And not just the features and functions. You need to know how it will benefit your customers; why it's a good fit for your customers; and what specifically it will do for your customers (run faster, jump higher, look better, feel better, increase sales, cut costs, increase productivity, etc.)

But with that knowledge you're just scratching the surface. By broadening your scope of knowledge you'll be an even greater asset to your customers. To be continued . . .

Happy selling!

Pat Hassett

P.S. Tell your friends.