The Delta Point Reality

Knowledge

Knowing your business is the first priority in sales. Knowledge in the sense of mastery, the ability to craft truly powerful, memorable and effective communications, requires an expert understanding of the subject at hand. Simply put, “You cannot share what you do not know.”

At Delta Point we define the knowledge skill as:

  • Self Knowledge – I must first know me — what I do know, what I don’t know, what I need to know, how I should communicate my knowledge and how I should relate to others — all of these are crucial elements of self knowledge.
  • Product Knowledge – When it comes to my product, I must be the subject matter expert. This means every detail about what I am selling and it includes the ancillary knowledge that I need in order to do my job successfully.
  • Customer/Audience Knowledge – I need to know all about my customers in order to help me focus on doing more for them so that I can help them to achieve their business goals. I need to know about their personalities, their approaches, their issues, their challenges and as much as I can about how they determine the best choice when they make business decisions.
  • Competitive Knowledge – I must know my competitor’s product, service or offering as well as I know my own.
  • Selling/Communication Skills – Selling is a process. It requires the mastery of certain skills like being interesting, being able to initiate dialogue, knowing how to ask effective questions and how to engender thinking, and how to listen and ask for commitments.

Read more about Messaging and Relationships.

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“Your training session was one of the best I have attended in my thirteen years of working in the sales industry. I look forward to using your techniques.”

—A. Taran

Sales representative

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  • …I was talented but raw until I started working with you and reading your books. Thank you for giving me success in my life.

  • The physicians seem to be more willing to share information. When I ask in the ways you’ve suggested, I’m also able to get into a deeper conversation with the doctor, even the non-committal ones.

  • Today I wanted to share with you 6 rules that if followed, greatly increase the likelihood that you’ll achieve your goals and make your dreams come true.

  • Since our work with Delta Point began, our sales have consistently increased despite significant competitive activity.

  • Since our work with Delta Point began, our sales have consistently increased despite significant competitive activity.

My Point Exactly!

A Weekly Blog by Jerry Acuff

All conversations are voluntary

All conversations are voluntary. We sometimes forget that fact. When we make an appointment to talk to a customer, we tend to rely on that fact and assume that the person will be interested in talking to us. But your customer likely did not intend to sit through a monologue. You want to have a sales conversation—which means that both of you talk and both of you listen. As the sales person, you want to foster an environment in which great conversations can occur between you and your customer/prospect.

Read the blog article →

In the News

Delta Point Latest News

  • Spend a few minutes watching this great video, “Put Relationships First, Business Will Follow”, by clicking here.

    http://www.5min.com/Video/Buddy-Media-Founder-on-Why-You-Should-Give-More-Than-You-Get-517170137

  • The Relationship Edge named one of the “50 Best Business Books for Women”.  Read the article by clicking here.

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The Benefits

Why Work with Delta Point

Greater Sales

Since our work with Delta Point began, our sales have consistently increased despite significant competitive activity.

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