Increase sales with better product training
Product knowledge training has the power to boost team performance and company revenue. Are you not making full use of this powerful tool in your organization?
Many companies offer product training for sale while onboarding. It makes sense to give them the information they need to get up and sell quickly.
However, it can be difficult for people to absorb all the information in such a short time. To keep salespeople at the top of the game, you need to update your product knowledge regularly.
This article explains how to maximize sales performance through product training. We provide a list of questions that salespeople should be able to answer and show how to use those questions when creating a successful product knowledge program for sale.
Why is product knowledge training important?
Product knowledge training should be part of a normal training strategy, with teams ready to deliver an exceptional customer experience.
Many companies understand that training their sales teams improves revenue and already has a training strategy in place. However, these strategies tend to focus on speeding up new employees and addressing performance review concerns. Therefore, we focus on important sales skills such as:
Sales Methods Communication Negotiation Deadline Techniques
Product knowledge is often overlooked.
If you’re worried about adding this topic to overwhelm your team in training, consider the value it brings. Product sales training can increase your revenue by:
Building trust with customers. They stand out as industry experts when salespeople can talk about all the benefits of your product, how it compares in the market, how it makes the lives of customers better. When they can answer difficult questions quickly and with authority, customer satisfaction increases and people rely on your company more frequently. Improves the abilities of the staff. A thorough understanding of your product will increase your sales rep’s confidence in talking about your product. They also know how to recognize and address customer issues. When you provide a team experience with the product and its benefits, they become a stronger advocate. Increase in sales. When salespeople feel strongly about the product, they’re better off selling it. Knowing how to overcome common goals will move you to convert more prospects through the sales funnel. And if the customer has a trusting relationship with your rep, they are more likely to buy. Investing in product knowledge training can directly affect sales success. The key is to see what information to include and how to effectively communicate that information to your team.
30 Product Knowledge Training Questions Your Salesperson should be able to answer
Salespeople need to know different aspects of the product/service and sell effectively. Below are 30 questions across key categories that can be used to build your team’s product knowledge:
Ideal customer profile
Salespeople need to know who they are selling to so they can adjust their messages. Understanding who a product offers can help you understand your product even better.
Who are our target customers? (company size, industry, etc.) Why are they looking for our solution? What is their typical budget/price? Brands and Missions
Customers want to know that they have a solid track record as a supplier in the market. Furthermore, today’s consumers are increasingly interested in brand values. Employees should be able to show how your brand will appear in the market and connect your products with the company’s mission and beliefs.
Who are the top customers that prospects recognize and respect? What value do we promote? How does the product support these values? Price/ROI
Salespeople need to know the cost of products that include various pricing tiers. They should be able to justify costs within the market and make it clear that ROI customers use the product or service.
What different pricing plans do you offer? What does your initial client investment look like? How do you calculate the customer’s final price? How do our prices compare to our competitors (and why are there any differences)? What is the best plan/pricing model for large companies, small startups, etc. What are the improvement statistics for customers using the product? Customer Journey
Your sales team should be able to guide customers through the sales process and ensure they have access to support after purchase.
Who should customers turn to if there is a problem with the product? What is the best way to connect to a customer service agent (phone, email, live chat, etc.)? Will the customer receive full customer support at the time of purchase (probably managed through call centre software)? Industry norms and competition
What makes your products and services unique in the industry? Save the issue of competitor analysis by prepping the customer and preparing teams through product knowledge training and answering the following:
How is this solution compared? [top competitor]? What sets our products apart in our industry? What are the industry standards for our products and services (i.e., what should clients expect at the basic level?) What are the trends in the industry? Product Features and Features
Those who sell your product or service should know more than anyone else what the product is doing, its various features and how it looks.
They also need to know technical details so they can advise customers on how their products serve them.
How do products make the lives and behavior of customers easier? How do they install it? What is the best way to implement solutions for enterprise vs. startup vs. small business? The future of products
Your sales representative needs to know what’s coming so that you can provide your best service and build successful, long-term customer relationships.
The following information will also help you to promise a solution to customers who are not ready to purchase their current product but are happy to wait for immediate improvements and new features and services.
What will the next product roadmap look like? [year, quarter, etc.]? What updates will be made to customer support in the near future? Customization
Salespeople need to know how they can tailor their solutions to the needs of their particular clients. This helps to solve customer problems and present the ROI case more clearly.
Can buyers customize the features/source code? When should customers use the source code/customization feature? General Questions/Objections
Prepare your representatives to provide a superior customer experience by promoting general questions and objections through product knowledge training.
What FAQS do different types of clients ask? What is the answer to those questions? What are the typical objections based on the various industries, size of the company, etc.? How do you respond to those objections?
Tips for effective product knowledge training
Make the most of these questions by integrating them into strategies for building successful salespeople within your organization.
Whether you’re building formal sales training, conducting sales coaching, or supporting your sales team on a daily basis, here are some tips for using these questions.
Build role-playing scenarios to make sure everyone on your team understands how to answer them. Build a Q&A repository within the Learning Management System (LMS) sales training portal to help people quickly track answers, even if they are making calls to customers. Create a product knowledge assessment to test how well people can answer questions before training (to assess skills gaps). Use them as follow-up strategies using post-training quizzes to enhance your learning. Use them as interview questions in the recruitment process to test candidates’ skills and their ability to answer on the spot. Go on general objections and how you will deal with them in your deal coaching sessions.
Turn your sales representative into product experts
If you want to provide the best possible purchasing experience, provide your sales team with the tools they need to notify, apply and support their customers through the purchasing process.
Enhancing knowledge training for products sold is an investment in salespeople, which will pay off with a more dedicated sales team and higher revenue.
talentlms
TalentLMS is an LMS designed to simplify the creation, deployment and tracking of e-learning. As an AI-powered content creator, The TalentCraft offers an intuitive interface, a variety of content types, and ready-made templates for instant training on ready-made templates.
It was originally published at www.talentlms.com.
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