I’ll also add value by offering a unique perspective during the sales conversation, demonstrating extensive knowledge and understanding of the market, industry, product, prospect, and competitors. Remember, the biggest misconception among new salespeople is that they feel like they have to wait a certain amount of time until they can brand themselves as an expert. That’s a load of crap! You need to be “acting as if” from the very start, while you educate yourself as fast possible, to close the knowledge gap.
