If your buyer is already knowledgeable about your product offerings, what should you focus on discussing?

Focusing on the buyer's goals and why your offerings are an appealing choice is essential when your buyer is already knowledgeable about your products. This approach allows you to shift the conversation from basic product features and functions to the unique value proposition your products offer in helping the buyer achieve their specific objectives.

When buyers have a solid understanding of your products, they are more interested in how those products can be leveraged to meet their needs or solve their problems. By discussing the buyer's goals, you demonstrate that you understand their challenges and priorities. This level of engagement helps foster a deeper relationship, as you become a consultant who can offer tailored solutions rather than simply a seller of commodities.

In contrast, discussing competitor products may detract from building your brand's value and could lead to price comparisons rather than focusing on what makes your product the best fit for the buyer. Talking about the history of your company could come off as irrelevant unless it directly ties into the buyer's needs. Lastly, general market trends could be helpful but may not provide the specific insights the buyer is looking for, especially since they are already well-informed about your product range. Therefore, honing in on the buyer's goals aligns your conversation with their interests, enhancing your appeal as a solution provider.