Luisma

Outsourcing Manager

Know your product/sevice!

The sell doesn't always depends on the product/service, but on the knowledge you have about it that will allow you sell the benefits according to the customer needs. Go for the win!

I truly believe that getting to know your customer's needs prior an attempt of sale is key to provide the right benefits, selfhelp options, or solutions your product/service has to offer, and will satisfy your customer's needs.

What are your thoughts on product/service knowledge?

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14 comments

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NoSuperhero

Politicker

BDR LEAD

Spot on!

My biggest characteristic on the sales floor is product knowledge and being able to use that on sales calls, helps a shitload.

JC10X

Politicker

Senior Sales Manager

Definitely I'm a huge advocate of product/service knowledge but more so the "who is buying this" knowledge.

Luisma

Contributor

Outsourcing Manager

Totally agree, having a clear understanding of the customer's/client's profile is key, allowing you to onboard them properly and showing them why the product/service is for them.

Kinonez

Celebrated Contributor

War Room Enthusiast

What kind of knowledge do you think it’s required to make the sale? What’s the most important thing to keep in mind?

Luisma

Contributor

Outsourcing Manager

@Kinonez That's a great question! I would say overall knowledge of, in case of a product, what is it made of, what could it do for you, complete benefits, and also opportunities, which is important since no customer will fall in to a magic product that does it all, used correctly, the product's opportunities can also be used to make a sale.

Kinonez

Celebrated Contributor

War Room Enthusiast

For sure, product knowledge is essential to make a sale!

Calico

Celebrated Contributor

Corporate Trainer

Are you referring to BDRs who book meetings for AEs, or full-cycle reps that do need to know the ins and outs of the product?

Luisma

Contributor

Outsourcing Manager

That's a great question! I believe every rep, sales, customer service, retention, should have complete knowledge of the product/service provided. This will allow them, once understood the customer's needs, to lead the conversation and position the product/service.

poweredbycaffeine

WR Lieutenant

☕️

CX stands for customer experience, btw.

As for your prompt: if you don't know what you're selling, how in the hell will you get anyone to buy into the narrative behind it? The best companies I've worked for have you build out a fully working instance of their software (in a sandbox) to understand the features, use cases, etc before you start selling.

Know your weapon or be killed by it.

Luisma

Contributor

Outsourcing Manager

That's a great way to put things, and it's right. There's no way someone can sell if they don't know what they are selling, when the customer start asking questions or giving away hints of what they are looking for, the rep will not be able to have the right approach.

Rupert_Pupkin

Contributor

Account Executive

This is why your relationship with your sales engineer is so important. Some of the best enablement on product I've received is just 1:1 sessions with them. They not only have all the tech knowledge, but they excel at the "this matters because" component, which is crucial for sales. We had a guy who ran the SE team that would field questions in the pit and say "don't worry about that, you'll never be on the hook for answering that question", or "you should know that, it will give you credibility".

ragnarlothbrok

Politicker

Key account manager

this is true, most of customers are not bothered about 90% of our capabilities. They are simply interested in the solution and added benefits (if any) we can offer aginst competitors.

CuriousFox

WR Officer

🦊

Yes this is important.

AlphaCharlie

Arsonist

Account executive

If you don't have product knowledge, how can you sell? If the prospect asks you about a feature and you don't know then what? Meeting? Nope!

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Luisma

Know your product/sevice!

14 comments

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