The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Sellers who discover how to be successful without a marketing department, in a crowded marketplace, and when the customer isn't even looking will be successful in almost any circumstances. I got a question from a listener named Jon Billings who wanted to know how he could teach people who "don't know what they don't know." For instance, if the customer isn't looking because he doesn't know he has a problem, how do I communicate that? Especially in the case of sellers who don't have access to a marketing department, how is that even possible? Educate Your goal is to educate your prospects so that they will look to you instead of your competition when they need help solving a problem. Educating is the new sales. Regardless of the industry, you're in, your marketplace is likely crowded. How do you stand out from the competition? How do you help customers recognize you as a differentiator? You have to challenge the status quo, especially when many of your prospects already have solutions or they don't realize t