- Know you client–that means asking open ended questions, and some closed ended questions
- Know the product you sell–and it is more than what you really think it is…(know the breadth and depth of the product offerings)
- Know the community in which you are embedded and operate, as well as those feeder cities that might provide you with clients.
- Know yourself
Recall you are selling the right product at the right time, for the right price, for the right place or location, having the right promotion, engaging the right people, utilizing efficient and effective processes, and using truthful physical evidence, that is stories and testimonials to engage with your customer…