‘7 Ways Salespeople Can Improve Their Business Acumen’ – HubSpot
Anthony Iannarino says, “Many salespeople fail to create or win new opportunities because they don’t know enough about business. They mistakenly believe it’s enough to know their product or service to have just a tiny bit of sales acumen — mostly a rehearsed script for overcoming objections.
Product knowledge alone might have been enough in the past, but today your dream clients aren’t interested in hiring just a salesperson.
They want someone who can help them solve their business challenges. They are looking for a partner who will help them visualize a better future and guide them toward it. A salesperson who just recites product features and benefits is no more valuable than a good website, and less valuable than a really good YouTube video. Your dream clients want trusted adviser.
To become a trusted adviser, you must be able to dispense excellent, sound advice. And to do that, you must have business acumen: an understanding of general business principles and the ability to use them to make thoughtful business decisions”.
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