Don't we all want to be considered "expert" at something? Being thought of as an expert by our customers helps them to feel more comfortable with us, our products and our solutions. The key to becoming an expert at anything is knowledge and ability to know how to use that knowledge.
The 5 "Knows" to becoming the expert:
Know your company
Learn everything you can about your organization. Stay on top of new goals, new product developments (even if you can't share them with your customers yet).
Know your product
Be familiar with all its uses.
Understand its pros and cons.
Be aware if there are any product-related problems.
Know your industry
join industry related organizations.
Read trade publications.
Network with others in the industry.
Know your customers
What are their goals? Will your product help them achieve these?
What use will your product have in a particular organization?
What is important to decision makers and influencers?
Know your competition
What are they doing?
What are they developing?
Do they have their sights on your customer?
What can they offer that you don't have?
What can you offer that they don't have?
...and now let's build...
Build Credibility
Don't be afraid to say "I don't know"
Say it confidently and with conviction. Then proceed to get the information without fuss and without delay
Build your resources
If your customer has a related need, be in a position to make a referral to a trusted source. It makes your customers more appreciative and cements your position as the expert.
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