From the course: Business Development Foundations: Researching Market and Customer Needs
Join today to access over 22,500 courses taught by industry experts or purchase this course individually.
Lack of customer knowledge
From the course: Business Development Foundations: Researching Market and Customer Needs
Lack of customer knowledge
- In my first job, I sold advertising to car dealerships. Now, I knew a good bit about advertising. I was AdWords certified, Hubspot certified, and Google Analytics certified. But I didn't know anything about car dealerships. Like goose egg. I hadn't even bought a car before. A lack of customer knowledge can slow down your sales process, reduce your margin, and establish a purely transactional relationship with your customers. And I learned that the hard way. When I went into these dealerships, just like a lot of new, somewhat overly excited bus-dev reps, I product dumped. I spoke about myself and what I could do to help them and how much it would cost. And I wasn't completely unsuccessful. I did have people buy. But I missed out on a lot of larger deals simply because I didn't have any customer knowledge. Here's what I wish I'd done. I wish I'd done my homework and researched my customers. Before you ever speak to a prospect, know the basics of their business. For example, when it…
Practice while you learn with exercise files
Download the files the instructor uses to teach the course. Follow along and learn by watching, listening and practicing.
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.