The Importance of Insight in Sales: Knowledgeable Salespeople Matter
There was a time when salespeople were measured solely for their "gift-of-gab", for their ability to never take "no" for an answer, and for their dogged persistence to keep coming back until a sale was closed. However, today's tech-savvy customers are more informed, uninterested in unannounced visits and less likely to succumb to those antiquated strategies of the past. This is why the best salespeople are the most insightful salespeople. Customers in today's markets gravitate to salespeople who have a forward-looking strategy, ones who focus less on the immediate sale and more on repeat sales. These are the salespeople who combine a solid sales negotiation skillset with the requisite product knowledge and market insight needed to get customers talking. Asking customers leading questions is critical in sales, and it's the answers to those questions that leads to winning business. Now, does this mean that success in sales simply comes down to asking
