Knowledge is the sales deliverable

Knowing your business is the first priority in sales. Knowledge in the sense of mastery, the ability to craft truly powerful, memorable and effective communications, requires an expert understanding of the subject at hand. Simply put, “You cannot share what you do not know.”  

At Delta Point we define the knowledge skill as:

• Self Knowledge – I must first know me — what I do know, what I don’t know, what I need to know, how I should communicate my knowledge and how I should relate to others — all of these are crucial elements of self knowledge.
• Product Knowledge – When it comes to my product, I must be the subject matter expert. This means every detail about what I am selling and it includes the ancillary knowledge that I need in order to do my job successfully.
• Customer/Audience Knowledge – I need to know all about my customers in order to help me focus on doing more for them so that I can help them to achieve their business goals. I need to know about their personalities, their approaches, their issues, their challenges and as much as I can about how they determine the best choice when they make business decisions.
• Competitive Knowledge – I must know my competitor’s product, service or offering as well as I know my own.
• Selling/Communication Skills – Selling is a process. It requires the mastery of certain skills like being interesting, being able to initiate dialogue, knowing how to ask effective questions and how to engender thinking, and how to listen and ask for commitments.

Read more about messaging and relationships.

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