In his Internet sales talk, Troy Harrison examines how the industry has been revolutionized by the Internet.
Previously, product knowledge was touted as the most crucial asset that a salesperson could have. This was, to put it simply, because a salesperson used to be the client's sole access to information. This is no longer so. With the advent of the Internet, access to information has broadened. Any person or company can not only see all the specifications of a product or service, but also read reviews from people or companies who have interacted with it.
To continue to put emphasis on product knowledge in a digital age would be to become complacent and stagnant. The world of selling has changed dramatically; more so in the last decade than the 100 years previous to it. If you want to utilize your business' potential for selling, you must change along with the dissemination of information.