#294: Sales Knowledge
The Advanced Selling Podcast
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What Does the Other Side of the Desk Earn the Right to Get to My Knowledge?
Lovitt levitt: When it comes to knowledge, anyou think about product knowledge, or industrial knowledge. Have they earned the right to get to my knowledge? So i'm a keeper of all this knowledge. And you have to figure out, what do they have to do to earn it? While for me, what they have toDo to earn it is they've got to reveal. They have to be open to discussion and not hold cards. The more open that person is, the more open i will be. It's our job as the sales professional to facilitate space and create space that allows them to do that. Then once they do, then i'm more apt to share
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