We know that both, product knowledge training and sales training are important for your sales reps to drive good results. But, which one of the two, according to you, is more important? Which one do you think has a greater share in the results – good or bad? Which one will you give the first preference to?
A tough choice to make. Okay. Let’s first see the difference between the two so that you can make your choice.
Product Knowledge Training
Product knowledge training emphasizes on providing your sales reps complete information about the product. It informs what the product or service is, how it works, how it can help, what are its variants, costs according to variants, and the like. In short, it is to educate sales reps on everything related to the product or service being provided. So it basically tells what to sell.
Sales training, on the other hand, emphasizes on improving the selling skills. It informs how to learn clients’ problems, how to communicate about their needs, how to suggest solutions, and the like. So it basically tells how to sell.
Which one is more important?
Now that we have seen the difference, which one of the two, according to you, is more important – ‘what to sell’ or ‘how to sell’? If you say what to sell is more important, then how will you sell if you don’t know how to sell? If you say how to sell is more important, then what will you sell if you don’t know what to sell?
Both share equal importance in driving results, don’t they? Even if you have complete product knowledge, you need to have selling skills to seal the deal. Same is the case when you have only selling skills but no product knowledge.
To drive impactful results for the organization, both product knowledge training and sales training have an equal role to play, complementing each other. Where sales training helps reveal the problems and needs in the clients’ business, product knowledge training lets you suggest the right product or service that can solve their problem or meet their needs. Sales training helps learn the functions in the organization, and product knowledge training tells how your products or services fit into their functions. Sales training helps you identify the loop holes in the functions, and product knowledge training lets you demonstrate how the product or service can help.
This combination of product knowledge training and sales training gives rise to Product Sales Training which can provide information both on what to sell and how to sell – how to sell what.
So, now we know that it is not product knowledge training alone or only sales training, but Product Sales Training is the key to drive results. Hope you find this post helpful. Please share your thoughts through your comments.