Ways of updating knowledge of products and technical services
You can’t expect someone to become an expert right away.” Right away, true.
But it can and should happen a lot faster than it does at most companies. Otherwise, salespeople won’t be capable of leading masterful sales conversations, and capturing all the opportunities they can and should.
While sales skills are essential, they are only one side of a very important coin: capability. You need to build sales knowledge so your team can speak fluently about: And more.
Building the expertise of your team can have a huge effect on your team’s overall sales performance, ability to cross sell and grow customer accounts, and the success of new product and service launches.
I got As in Spanish all through high school and college. Salespeople must be fluent in order to be able to use knowledge appropriately in their sales conversations.
” This is where product knowledge training is crucial.As mentioned earlier, customers enter conversations armed with information about your product.Imagine what it says to your customer if what they hear from the salesperson is not the same as what they have taken from your website or marketing releases.One easy area that you can make a difference is in the buying experience, but it requires an in-depth knowledge of your product to do so.For example, a customer starts the conversation by asking about one product, but your salesperson recognizes that this customer is actually a better fit for a different product (or even an add-on product.) Your salesperson then proceeds to explain the reasons why, and in doing so, has now taught the customer something and shown that the salesperson has the customer’s best interest in mind.