Knowledge Yields Selling Power

 

Even though the phrase “knowledge is power” has become a shop-worn cliché, it is still so valid that its use to illustrate a point cannot be replaced with a more appropriate term.  

 

Even common illustrations such as passing tests to be accepted into school or convincing an employer to hire you provide proof that knowledge lends an advantage to the individual who processes it.

 

In the corporate world the advantages are monumental when it comes to product development and competing for business.  The power gained when applying the right education and experience to product development yields a competitive advantage resulting in sales earned over your competition.  Likewise, the ability of the sales staff to use product features and present them in a convincing manner promote confidence in the product and company which result in more business earned.  Operations efficiencies also are closely associated with the knowledge of logistics and improved ways of handling production, shipments and customer service.

 

The demand for knowledge requires a systematic approach.  One plan for a systematic approach might look like this:

 

1.     Awareness of a problem or deficiency.

2 .     Develop a complete description of the need.

3 .     A thorough investigation and research process.

4 .     Data analysis 

5.     Draw research conclusions

6.     Strategy and action plans implemented

 

 

In a different vein of thought, we can probably all recall individuals who brought difficult situations on themselves by poor judgment and improper speech.

 

I can recall one individual from my past that assumed himself to be a stronghold of wisdom and verbal elegance.  But, in reality he was considered a braggart by his peer group.  He presented an impressive front to the management team and his customers, but his reliability was always suspect.  Eventually his lack of substance caught up with him and he bounced from job to job. Always impressing at first and then disappointing all those associated with him. 

 

Time after time, I have seen the mouth betray a lack of knowledge that caused mistrust and cost that individual opportunities that they never knew existed.  Assuming that you can bluff yourself through almost any situation is a fool’s position.  Experienced, thoroughly trained people can normally spot a bluffer a mile away.

 

The antidote to being considered a verbose fool is threefold.  First, one must practice the discipline and effort to study the topic matter you are speaking about.  Secondly, gain as much personal experience dealing with the subject material as reasonably possible.  Third, practice the art of humility and service to your audience when deciding when to speak, what to say, and how much to say.

 

Application:  

 

Are you and your team “storing up knowledge” that will allow you to serve your organization with more closed business?