Sandler Rule #24: Product Knowledge Used at the Wrong Time Can Be Intimidating скачать в хорошем качестве

Sandler Rule #24: Product Knowledge Used at the Wrong Time Can Be Intimidating

Get the best-selling book or companion online course here: https://shop.sandler.com/online-cours... Hi, it's Dave. This is rule number 24. Product knowledge used at the wrong time can be intimidating. Well, that statement right there, most of the use product knowledge to establish credibility, to make us feel smart, look smart in front of our buyer but I'm going to tell you that sometimes that backfires. Most of the time it backfires. Don't use product knowledge. Don't use buzz words. Many of us in our organizations have a dictionary of acronyms that we use, right? I mean if I showed up at your place and I'm talking about Sandler and I say, yes, we're going to do a blended approach with the adult learning model and we're going to combine VLT with ILT, then we're going to throw gamification on there with some AI and we're going to integrate that over here. We're going to have a push-pull. What did I just say? Now maybe you do know but for me to sound super smart like, hey, this is how we're going to do it, you could be over there saying, I have no idea what he just said but here's the issue. When I do that and you don't know what I'm saying, then it makes you feel not okay. And professional salespeople, I want to maintain your okayness. I want to make to maintain your self-esteem as a buyer, I want you to feel comfortable because when you become uncomfortable, you tend to get rid of people. If I start spewing and acting super smart by throwing all this jargon on the table and all this product knowledge, then most people don't say Dave, I don't know what you're saying. Dave, I've never heard of those words before. They don't say that. You know what they say they? That's a great approach. Boy, it looks like you're on the cutting edge. Would you be nice enough that just kind of capture that, put that in writing, and send it off to my office because I'd love to share that with everybody? I leave, yep, that's a nut. I am a machine when it comes to product knowledge in my industry but you know what they're saying? I have no idea what that person just said and see that's the issue. We have to make sure that when we're talking to people, we're speaking to people in a way that they understand. Don't use product knowledge. Don't use acronyms in order for you to establish credibility, it doesn't work that way. I try not to use any buzz words. I try not to make sure that we do anything that's going to intimidate my buyer. And that's why when you use product knowledge at the wrong time, it can be intimidating and you can take that rule to the bank.