We all have competitors. When you call on a prospect, you will likely encounter a situation where the prospect knows your competitors. In order to sell all the reasons why YOUR product or service is best for the prospect...you need to know as much as possible about your competitors. This allows you to point out the strengths and weaknesses of comparing organizations and products. Be able to explain ’why’ your product is better than the rest - to solve a specific need of your client.
Your credibility as a sales professional will be directly related to your understanding of common sales terms. When you hear a sales term that you are not familiar with, take some time to research that term and learn exactly what it means. You can ask your sales manager to explain specific terms and also find meanings in books and online at various sales training sites. To become one of the best - learn the language.
