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First and foremost, you need to understand that your prospects (potential clients) get approached by other Sales professionals (competitors) & they might be, way more convincing than you are!
Knowing what you’re talking about, has to do with your prospect ‘trusting you’; without trust there is no business.
Having that said, learning about your potential client (prospect) "needs & wants" is way more important than learning about just what you're selling.
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