Selling your intellect is not just spouting out everything you know about what you’re selling. In fact, it’s actually the opposite. Selling your intellect is all about not telling the customer everything you know about what you’re selling. Your intellect comes out best in the questions you ask. It is displayed when you are able to find out information from your customer and then help them understand what their real need is. I like to tell salespeople that the best way to demonstrate your sales intellect is by not having to share even half of what you know. Spend your time imparting only on that part of your wisdom the customer wants to hear, not what you want to say.
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