Years ago, I worked with a Head of Sales called Rafi who always encouraged me to read each morning.

 

Business newspapers, blogs, in fact anything that would help me to be better informed.

 

Many sales people tell me that they have no time for researching because they’ve got calls to make.

 

But that’s like saying ‘I’m too busy driving to stop for gas’ OR ‘I’m to busy earning to make time for learning’.

 

How can you sell if you don’t know what you’re solving?

How can you solve if you don’t know what the problem is?

How can you understand the problem if you don’t know who has it and how it impacts them?

 

We sell to people so we need to:

 

Keep reading

Keep informed

Keep up to date

 

That means making time for research, and making sure that your people can leverage it in sales conversations.

 

Check out today’s episode now!