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Selling to someone who believes they already know everything can be hard, but there are ways around this, which you’ll learn in the elearning course, The Expert. We’ll look at the customer who knows your product just as well, and sometimes better, than you do. You’ll learn that the first thing you need to do is listen to their concerns and viewpoints, remembering they are confident about their knowledge. You need to be equally sure of your product knowledge, and should keep documentation handy to reference. We’ll discuss the need to be patient and open to the ideas of this customer, and how not to view their comments as a personal attack on your knowledge. We’ll discuss how to handle the situation when the expert is wrong, and give some real world examples that will help you close the sale.
Part of the series called Tough Customers, this course on The Expert includes a video lesson, downloadable student materials and a short online quiz to check your comprehension.
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