The DriveSales™ | How to train your sales team on the product/services they are selling!

“Knowledge is time is money is power.” A great quote that precisely describes the importance of knowledge and how it relates to other essential factors. A great salesperson is the one who knows what he is doing. This not only relates to the sales strategy but also on the fact that how critically d you know your product.

You are likely to experience a boost in your sales if you know your product well. Imagine a scenario where your customer asks you a query regarding the product you are trying to sell, and you don’t know what to answer. Worse, you have to call another salesperson or refer to the product manual. How would you convince someone to buy your commodity if you yourself are not convinced?

Hence, it is absolutely essential for the sales rep to know their product inside out. To pre-analyze the customer queries and keep a fitting response ready.

Understand that 90% of your customers won’t ask you an out-of-the-box question. They will enquire about the common points and thus, it is your responsibility as a good salesperson to be completely ready with the answers for those ‘old school’ questions.

Mentioned below are a few important product knowledge areas that must be known to you or your team before you begin selling the product:-

1) Price — This is the most basic area and all of your customers will enquire about it. To further enhance the buying experience for your customers, also mention the rate of interest on the product. Furthermore, mention the EMI options and the discounts, if any.

2) Usage guide — You can expect that almost all of your customers would want a demo of your product. If not, the majority might ask you the most common question — how does this work? If you do not know the answer to this question, there are 90% chances that you can say goodbye to a sales opportunity.

3) Customizations — There is no policy such as one size fits all. Now, everybody wants to mould and shape their investments according to their needs and wants. Thus, you should be trained in the area of your product customization.

4) Features — The unique selling point of each product are its features. As a salesperson, you should be well-known with all the unique features of your product. This is what that will attract your customer towards the product and boost your sales.

How to train the sales team on the thing they are selling

Now that you know a few major areas that you must focus on before selling your product, below-mentioned are a few ways in which you can train your team for the sales process of the product and increase their product knowledge:-

1) Be thorough with the product manual — Read and understand the product manual and know about all the details of the product you want to sell.

2) Watch videos — It is a known fact that our visual memory retention power is much faster and more accurate than sight retention power. Thus, watch videos on how your product works and how it can be beneficial to your customers.

3) Refer to customer testimonials — If you have a previous reference to a similar kind of product, read the customer reviews and expectations. This will prepare you for your prospect’s questions and increase the chances of sales.

4) Roleplay — Roleplay is one of the most effective ways to train your sales team regarding a particular product.

5) Case studies — Another one of the most efficient ways is to conduct case studies and try to come up with more innovative ways to tackle the customer questions.

Now, as an effective SALESPERSON! We can do three things from here.

1. Not ignoring the opportunity and blaming the situation for revenue loss.

2. Taking important notes and going back to revisit your sales strategy with the growth mindset.

3. Reaching out to The DriveSales™ if you need any specialized help for sales.

To conclude, what you choose to think also provides some idea of your development as a consultative salesperson. It is something like Jeffrey Gitomer quotes “Great salespersons are relationship builders who provide value and help their customers win.”

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