That expertise can be in any subject or niche. The expert always distinguishes as the person who knows. The most, and makes the best use of that knowledge and skill on that subject. If expertise is a skill, it can be developed. Let’s look at it from a customer perspective first. When do customers still want to do business with a human being? Only in buying situations where human contact creates added value. Flattened: how do you help customers achieve their goals?
To what extent do you help them to really make a difference in solving their problems or challenges? One thing is certain: not contributing ultimately makes you unimportant and irrelevant. Also read: 4 B2B marketing trends to keep in mind in 2021 Saint Lucia Email List Three disciplines Unimportant and irrelevant, that’s where expertise becomes really important. B2B sales expertise is based on a combination of 3 disciplines: customer insight, customer foresight and peripheral vision .
Wat is expertise?
In normal Dutch this comes down to: fully understand your customer, understand how his situation works, his biggest challenges are and what keeps him busy. In addition, you will need to have knowledge of developments in the customer’s market, but also in the world beyond. Are you able to indicate what is coming at the customer and how they can anticipate this as well as possible together with you? Sales disciplines in a circle Thinking for your customer Expertise has to do with being able to think for your customer.