It’s astonishing how few salespeople have a thorough understanding of the products or services they’re selling. In retail sales, for example, it is estimated that the consumer understands more about the item than the salesperson three out of four times.
In many cases, the salesperson is aware that their product is “excellent” or “the best,” but they are unable to offer much more. Which is not going to cut it with the average modern consumer, and it’s certainly not going to convince them to buy.
Product sales training from Pearl Lemon Sales is a specialist sales training program that helps business leaders, sales managers and salespeople from all kinds of niches and industries learn how to ensure that salespeople have the product knowledge they need to sell their company’s goods and services more effectively, boosting both individual sales performance and the business’ bottom line.
Most salespeople receive at least basic training before they hit the sales floor, or head to the phones to make sales calls, but all too often that training is based around company rules and sales processes, and very little is mentioned about the products salespeople are expected to sell at all, which is a huge mistake.
Why is product knowledge so important to sales success, in any industry? There are lots of reasons, but these are perhaps the most important.
The best salespeople believe in the products they sell, and that belief and enthusiasm alone can boost customer trust in it. Knowing what they are talking about is a great way to boost their passion for it.
If your salespeople know your product inside out, they will be able to provide relevant information when needed, and their passion will be genuine.
One of the most common fears among salespeople is that a prospect will ask a question to which they do not have an answer. They can reduce this risk by learning everything they can about the product.
As a part of Pearl Lemon Sales’ product sales training, we give salespeople the tools they need to learn how to memorize product knowledge, as well as the sales skills needed to minimize the damage to the customer interaction if they do need to check something before they give an answer.
It’s not always about the prospect when it comes to product sales; being well-informed about your product can make your salespeople feel accomplished as well.
This is especially true in more challenging B2B sales situations. When interacting with purchasing agents or other industry specialists, your salespeople should expect them to put your knowledge to the test. Which can be intimidating to say the least.
Knowing everything there is to know about what they are offering gives your salespeople the assurance they need when dealing with these people.
Knowing about their own product (plus the competition’s) allows your salespeople to convey the value in your own product, whether it’s about the price or a comparison to a competitor’s offering.
If a salesperson is very familiar with the products they are selling, they will eventually discover new ways to frame its benefits to each of their prospects. As a part of our product sales training programs, our sales trainers show salespeople how to turn their product knowledge into effective selling – and upselling – talking points that will not only close the sale but establish them as that go to resource that customers will come back to in the future.
The more a salesperson seems to know about a product, the more likely it is that a prospect will trust their opinion, and if that opinion is that they need their product, the more likely it is that the consumer will indeed buy it. Dealing with a salesperson who has limited knowledge or a distinct lack of enthusiasm for what they are selling are immediate red flags for savvy consumers, and this alone can kill a sale.
Obviously, no one knows their product better than you, the business owner, does. But the chances are good that your sales training for others does not include enough product knowledge guidance, often simply because you are too busy with the myriad of other demands on your time to give such things much thought. Until your sales stall, that is.
Every sales training program offered by Pearl Lemon Sales is bespoke and unique to each client. This is especially true of our product sales training, and that’s what makes it different.
We’ll take the time to ask you questions that your salespeople have been afraid to ask, and make sure we also understand what you sell before we begin. We will then show your salespeople how to reframe their sales style so that their product knowledge allows them to become the helpful expert that consumers are looking for, the person who can tell them more about what’s on offer and how buying it will benefit them.
We can also help you revise your in-house sales training processes so that, going forward, product knowledge is given its proper important place in the process as a whole. Our sales trainers can even share with you the product knowledge training processes they have used successfully on a daily basis – including for our parent company, Pearl Lemon Group – and how to adapt them for your own use.
In addition to product sales training, we can also cover any other aspects of the sales process that you think – or we determine through our conversations with you – your sales team could use extra help with. We can offer sales trainers with experience across a wide range of niches and industries, and as our training is especially created for each client, we can call on the expertise of additional sales trainers as needed.
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Sales product knowledge is when your sales people have a complete understanding of the product or service the are selling.
This means they can fully explain all the pain points that the product solves, all the features, and can handle any objection a prospect may ask.
Being able to know the product sold establishes your team as experts and is empowering to your sales people. Give us a call today to learn more about how we can help your team be more effective at selling your products.
It is important to actually know what is being sold. If a sales person gets stuck at an objection or can’t describe the product, then it will likely result in a lost sale.
Sales lost means less conversions and less profit.
This is exactly why product sales training is important. Knowledge is power and that is exactly what Pearl Lemon Sales provides through our product sales training programme.
You, your company and your team of course!
You will get the benefit of having a more effective team.
Your company will have more sales and in turn an increased revenue.
But most importantly your sales team will improve. Your sales team will be able to sell more confidently and effectively. Their benefits and success will translate directly to you and your company.