Developing expertise in the customer's industry is beneficial from "summary" of Making Major Sales by Neil Rackham
To succeed in making major sales, it is essential for salespeople to develop expertise in the customer's industry. This expertise goes beyond just knowing the basic facts about the industry; it requires a deep understanding of the unique challenges, trends, and opportunities that exist within that specific industry. By taking the time to learn about the customer's industry, salespeople can position themselves as trusted advisors who can provide valuable insights and solutions to their customers' problems. Having expertise in the customer's industry allows salespeople to speak the same language as their customers. This not only helps to build rapport and credibility but also makes it easier to communicate effectively and underst...
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