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Why EXPERIENCE Is Meaningless To Prospects

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Sales people often talk about experience as a differentiator. Yet, experience doesn’t have the oomph they think it does. Listen to this episode of the Sales Management Minute to learn what really impresses prospects.

When salespeople talk about their company, they talk about 25 years of experience. When job seekers talk about their accomplishments, they talk about 20 years of experience. What does experience really mean? Absolutely nothing! Experience simply means you’ve done something for some period of time. It doesn’t mean you are any good at it.

Whether you are working with a prospect or interviewing for a job, don’t limit your conversation to experience. Share how you have used experience and to develop expertise. Now, you are on to something!

Expertise means that you have developed proficiency through experience. In essence, you’ve learned what works and what doesn’t. Experience helps to surface best practices. Expertise turns best practices into process. In essence, expertise conveys mastery which is what prospects and hiring managers really want to understand when making a decision.See you next time on the Sales Management Minute.

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.