As the days unfolded, I sold several books written by different authurs but one thing stood out: I could tell you about each book I wanted you to buy. When I sold Architectural books, I sounded like an architect. For management books, I switched to that field. My clients always asked me how I knew so much, lol. Let me share that secret with you.
Before I took any book out to the marketplace, I would read the back of the book to have a general overview, run through the outline and glance at the pictures. I will ensure I hand over a sealed copy to the client as I ran him/her through the book. When I've gotten through with my story telling, I'll say "you can break the seal and flip through to see for yourself". The smell of a new book and the feel of it works wonders. By the time I was done with this act which I mastered, you would feel you have missed out if you didn't pick one that day. I always left my client satisfied and I was successful with the sale and I walked out feeling fly. Did it work 100%? No, but I bet you, it worked most of the time and it felt like magic.
Do you know your product? Do you really understand your product? Do you know who needs your product?
Bottom line; KNOW YOUR ONIONS