subject: Why You Should Know Your Products [print this page] Why You Should Know Your Products Why You Should Know Your Products
When your in any type of business, it's vital that you know your products by heart. Product knowledge can mean more sales. It is difficult to effectively sell your products to a consumer if you cannot show how a particular product will address a shopper's needs. Also, it will be embarrassing on your part as the business owner if a customer asks about your products and you yourself are confused while explaining. Read on the following to learn some of the benefits of knowing the products you sell.
Strengthens Communication Skills
Having a thorough understanding of the products on the shelves can allow a retailer to use different techniques and methods of presenting the product to customers. Stronger communication skills will allow a salesperson to recognize and adapt a sales presentation for the various type of customers. When you know a lot about the products you sell, your knowledge on the details will help you to make that sale.
Boosts Enthusiasm
Seeing someone completely enthusiastic about a product is one of the best selling tools. As you generate excitement for the product, you remove any uncertainty the product may not be the best solution for that customer. The easiest way to become enthusiastic is to truly believe in the product. It'll be hard if you do not believe in your product, this will show when you're doing the sales talk with a customer. A more persistent sale talk means that you know your stuff well.
Grows Confidence
If a customer isn't fully committed to completing a sale, the difference may simply be the presence (or lack) of confidence a salesperson has towards the product. Becoming educated in the product and its uses will help cement that confidence. If you're convinced about a product and even share your personal experiences with it, your consumer will be able to relate to you and gain confidence to buy it.
Assists in Overcoming Objections
Objections made by customers may be struck down with information regarding the product. That information usually comes in the form of product knowledge. Being well versed in not only your products, but similar products sold by competitors, allows you to easily counter objections.
How to Gain Product Knowledge
Marketing Literature
Sales Reps
Training Sessions
Testimonials
Role Playing
Practical Use
It is important to understand how the product is made, the value of the product, how the product should and can be used, and what products work well together.
What You Should Know About Your Products
Pricing structure
Styles, colors or models available
History of the product
Any special manufacturing process
How to use the product
Product distribution and delivery
Servicing, warranty and repair information
It may take a while to easily articulate your product knowledge, especially with new products, but over time you'll become comfortable and confident in providing the correct information to shoppers. That confidence will pay off in improved sales results.
