The fourth step to becoming a B2B sales superstar is having superior Industry Knowledge. Again, the top sales people understand this and use it as an advantage against the average sales competitor. I have seen many of the top sales people use this resource of knowledge to out flank a competitor or to show a customer or prospect a better method to improve performance – using their knowledge of the industry.
There are several reasons that a sales person should master industry knowledge particularly in the world of B2B sales. The four biggest reasons are:
Creativity – using their industry knowledge to make valuable suggestions to customers.
Methodology – understanding the different types of methodologies used by customers.
Jargon – understanding industry jargon implies experience in the industry with the customer.
Trends – the ability to understand business cycles, trends in the industry and segmentation.