Clip: Understanding what clients are looking for

Clip from Episode 32: Ryan Alvord – Top Sales Professional at Paychex:

Those first few years helped me to really learn a lot about our products and services and it was a big advantage when I went into sales because I already understood what we provide and more importantly I understood what our clients were looking for. In addition to that I really made a conscious effort to learn about my my partner’s products and services. One of the big things I think that helped me was that when a company would bring up a question about another product that the company offers I didn’t have to bring in somebody to answer that question. I knew it on the spot it gave them a lot of confidence in me as a you know as a specialist for them. And it also just was a lot more efficient than than setting up another meeting and bringing other people in. So I think knowing my products really well in addition to knowing my partner’s products within the company was was another big advantage for me.

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