Tip #2: Know the Product You’re Selling
Know the product you’re selling is tip#2 from our video series: 7 Tips to Close More Sales.
A sales representative needs to know about the products they are selling. The worst thing a sales professional can do during a sales call is not be prepared.
Product knowledge will give you confidence and provide reassurance to your customer. Trust me, you can’t just try and ‘wing it’. A customer will see right thru that and most likely call your competitor.
This doesn’t mean that the salesperson needs to memorize every fine detail and specification on every product – that would be counterproductive.
Rather, learn the most relevant features of each product and the benefits of said features. Make sure you’re familiar with product spec sheets know what’s on them and keep them organized. So when a customer does ask a tech question you can easily access the relevant data and answer it.
There is nothing wrong with not knowing an answer to a question. If and when that happens, simply tell the customer you don’t know, but will find out. Then later, after the meeting find the answer and follow up with the customer. Never, ever just give any answer. It’s unprofessional and could come back to haunt you.
As always, we are here to help. Whether it’s gaining product knowledge, answering technical questions, or anything else, please give us a call.