I was listening to a new cold-caller we hired. We got him on the phone really quickly – the best thing seemed to get some real-life experience.
I quickly saw just how good this guy was. We finally got someone on the phone, and they went technical fast. Our guy just kept asking about any problems this prospect had with our related area. The prospect kept mentioning technologies the caller never heard of.
Every time a new technology came up, our guy said, “Right, you use Ambalator….is it doing everything you want? Does it help you with your (reads off problem we solve listed on call sheet?”
Any question that came up got turned right back into a question about the problems the prospect was having.
I remembered then my last sales meeting where a rep complained about not being trained in some new technology. Wait, this new guy had no problem with knowing absolutely nothing!
We spend a lot of times learning and knowing a ton. It’s all good. You should know a lot. Just remember…..that knowledge is not for you. All that knowledge is for your customer so you can really help out.
