(I would like to extend my thanks to Mac Boss, he is the one who taught me this sentence).
Do Your Homework!
This is an expensive piece of advice that I got from one of my managers when I was starting in sales, and it helped me a lot and has been of benefit to me until now.
What does Do Your Homework mean?
It is a term that we all know well. It is that we do schoolwork.
The meaning of how we do schoolwork while we work in the labor market is that the mere term suggests that we must study our projects and customers just stop and think first before talking to our customers and asking ourselves why they will buy our products or get our services.
It means asking yourself what their needs, goals, challenges, and motivations are for buying your products or services.
The truth is that I did not find many people applying for this, and what is strange is that some of them have great experience in the sales market, or as an entrepreneur, and here lies the problem.
Your phone ringing, a sales representative, sales manager, or entrepreneur, whoever he is, talks to you about a topic, trying to sell his product or service without studying you as a customer, or in another case, submitting a complaint to a company that provides a service to you. For example, like your mobile company, and when the person responsible for resolving your complaint contacts you, find him asking you, “Can I know the topic briefly, please?” Or “Can I know the topic?”
He didn’t view your profile page. He didn’t know who you were or what is your job. How long you have been a customer of his company? He does not. He knows nothing. He has one goal, which is to close the complaint, regardless of the way he will close it. The same thing happens with the sales representative or the call center. You will find them not knowing anything. Just a mobile number or in the best case they have your name that appeared in front of them, they just call you and make an offer. Whatever the goods or services, they do not know anything about your personal needs.
The worst thing about it is that the sales training manager in companies is appointed simply because he is a skilled salesman, or he is just an academic professor and has nothing to do with field experience and dealing with customers.
I am not underestimating them, but they are not always right if they do not practice fieldwork. There is always a big difference between theory and its application on the ground, especially in the field of business and sales.
Return once again to Do Your Homework. Valuable advice to everyone. Two things Do your homework and daily report. We will discuss the topic of the daily report in another post, Back to the basics, we will take a simple example: When you were a child and you wanted to ask for an increase in your allowance, or a new toy, Whether you choose the appropriate time to go and ask for this, or whether you go at any time, and if so, in the beginning, it happened to you that you were going at any time, you were often met with rejection, and after this experience, you choose the right time for asking your parents. This is the same law that must be applied with… The customer, whatever the type of customer, he is, you must know the needs of the customer. Let us say something else in another way, as the Americans say it. be in my shoes, I say switch our seats. Use the customer’s seat and start to convince yourself to buy this product or use the services If you convince yourself, start selling to the customer.
Doing your homework means researching your projects and clients before you talk to them. It means asking yourself what their needs, goals, challenges, and motivations are for buying your products or services.
– Doing your homework helps you to prepare effective sales pitches, tailor your solutions, build rapport, and overcome objections. It also shows that you respect your clients and value their time.
– Doing your homework is not only good practice for salespeople but for anyone who wants to succeed in their career and personal life. It can help you to learn new skills, expand your knowledge, improve your communication, and achieve your objectives.
Do Your Homework a Key For Every Door In Your Life!
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