Up-to-date product and industry knowledge

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For starters, and this is a no-brainer, you need to know the product you're selling inside out.

But it doesn't stop there.

You also need to learn about your competitors' products to explain why your product is (hopefully) better than the competition.

Remember, you cannot be your chief of vp and training email lists prospect's trusted advisor if you lack industry knowledge.

So do your homework and come in prepared.

Problem-solving
If you can identify your prospect's pain points and challenges, you can offer them tailored solutions that fit their needs.

In other words, your prospect's pain points, challenges, and objections are problems that can be solved with an intelligent, customized solution of your SaaS product.

Does that mean you have to change your software? Not necessarily.

Perhaps, it's as simple as offering them a 3-year subscription because one of their objections is paying monthly.

Negotiating and closing
These skills allow you to maximize value for both parties.

If you understand your prospect's needs and budget limitations, you can find mutually beneficial solutions that comply with customer requirements while also generating revenue for the company.

When it comes to closing, it's essential to take the lead and constantly suggest the next steps. No ambiguity is allowed here.