Have you ever tried building a house of cards? If you have, you will know how important it is to balance each card to ensure the house stands tall and strong. Even if a single card is disturbed, the complete house will collapse. Similarly, product sales training is like a house of cards. Every component of the training is as important as the others for a successful sale. If any component is missed, the chances of the sale being unsuccessful are very high.
Wondering what the cards of the product sales training house are? Here I write about the 3 most important cards of this house that lay a strong foundation for the rest of the cards to stand.
This is the most important card of the house as it contains the core objective of the training. Yes, product information is the most important element of product sales training and without this, no sales person can be effective. I agree that customers are digitally connected these days; but smart customers may come up with tricky questions anytime. This is where product knowledge helps your sales reps. Sales reps with sufficient product knowledge will be effective enough to gain confidence of the customer regarding the company and its product. In online product sales training, product information can be effectively provided through interactivities such as click on hotspots.
Competitors’ products information
You may not be the only company to manufacture a product; there are many companies in the market manufacturing the same product. The next important card of the product sales training house contains information of the competitors’ products. This information helps your sales reps demonstrate how your product is different from other products in the market and the advantages your products offers over the others. Such information can attract potential customers. In online product sales training, competitors’ products information can be effectively provided through interactivities such as product comparison tables. These tables help the learner compare the company’s product with other products in the market.
Customers’ specific business
The third most important card of the product sales training house contains information about the customers’ specific business. Providing such information helps your sales reps suggest the best possible solution for customers’ problems. This information also helps sales reps think of the product that can best fit into the customers’ processes. Customers feel personally connected when they are given such information. In online product sales training, tips on identifying the right product for customers’ specific business can be provided through decision-making scenarios where learners deal with real-life problems of the customers in a virtual environment.
These three most important cards of the product sales training house lay a strong foundation. This foundation makes it easy for the rest of the cards such as choosing the right product for the customer’s problem, describing how the product would be beneficial for the customer’s business, providing case studies of previous clients’ experiences etc. stand balanced tall and strong.
Hope you find this post helpful. Please share your thoughts through your comments.