Bite-sized eLearning or m-learning can be a quick job aid for sales teams that are always on the move and need quick access to information to make effective sales presentations. Here are some tips for effective transfer of product knowledge during training sales people.
1. Product Videos
Videos are the most powerful means of communicating messages effectively. They also help in holding learners interest and attention. Product videos are one of the best methods for training a sales force on product knowledge. These videos can help sales people learn skills required to resolve customer objections.
2. Product Parts
Sales people need to explain the working mechanism of product parts in order to gain customer confidence and achieve their buy-in. Knowledge of product parts is useful to showcase their benefits and to sell value-added services to customers. To increase interest in learning about the product, labeling its parts could be part of an interactive exercise of the learning module.
3. Customer FAQs
A compilation of Frequently Asked Questions (FAQs) in the learning modules would be beneficial to learners. FAQs act as a hands-on resource that sales people can use during client interactions and could have a significant influence on their buying decisions. FAQs can also be given as printable job-aids or be built-in within the learning module.
4. Salient Features/USP
When the sales people know the salient features or USP of a product, they will be in a better position to communicate with prospective customers. They can better explain how the product can meet their needs. This edge gives them an opportunity to get customer buy-ins and stay ahead of the competition.
5. Product Comparison
The sales team should know the different products in the product line and how their company’s products are positioned vis-à-vis those of their competitors. This will help them explain different features of their products to prospective customers and give reasons why their company’s products are superior to that of their competitors’. Comparisons between products of competitors and those in the product line of the company help sales people to be better prepared with customer queries.
Better knowledge about products helps sales people to sell better, and if the knowledge is provided in an easy-to-use format, it will help them significantly in the selling process.