How to use the product
As a sales representative, you must be familiar with various examples and real examples of the use and operation of the product and convey it to the customer. For example, if you are a seller of sports equipment, you should have a list of gyms that asia mobile number list use your equipment; Have and tell customers. or even statistics fromIncrease salesand increasing the number of members in that gym, since they use your equipment; provide
Technical tools features
You should be able to answer all technical product questions. Like “how can ICRM softwareShould I integrate myself with Navigation to arrive at the meeting place on time?”
Support
You must know how and in what way you can guide, guide and support your customers and answer their questions like how can I contact support? Show them the easiest way.
Product production process
As a sales representative, you need to know what features your technical and engineering team will be working on in the next few months and how they are going to develop the product or what new product they are going to introduce.
The most important element of product knowledge is to sell benefits, not product features. The customer likes to know the features of the product that he needs, and most likely the customer will only use 20% of the features of the product that you mention during the introduction. So only talk about the benefits that are of interest to the customer and exciting for them.
Product road mapping
Save time and money
During product knowledge training, sales representatives must learn how to use the product (tool) practically. The more they use the product; They are more ready to sell.
For example, Google developers use Google Developers Codelabs, which allows employees to experience guided training and practice adding a new app or feature to existing features.
Using this idea in product training, you can produce training videos that show how to use your product.
For example, HubSpot’s Kristen Baker guides followers through Facebook, which is a great example of providing value to customers and prospects through video tutorials.
Also, for most people, learning by doing works better. So an alternative approach, instead of just using lectures and videos to teach your products, is to consider creative short-term projects that can improve your sales.
At HubSpot, all sales reps (in fact, all of our new hires) are required to complete a project as part of their training. New hires should play the role of a customer and use HubSpot to build an online business.
Have a knowledge base or academy
A knowledge base or academy is a library of online resources for your customers. However, it is also useful for sales representatives. With quick access to training content, sales reps have a comprehensive resource to answer unexpected questions. Therefore, an online resource library makes it possible to sell your product to customers.
Have continuous training
Product knowledge training should be done continuously. When your product comes with new tools and features, it’s important to provide regular training. Sales reps should be aware of product updates so they can mention them to customers.
For example, Google uses whisper courses to provide ongoing training to its managers. One of the courses offered by Google is related to psychological issues. But there are courses in various topics from coaching to learning. The same principle can be used in product knowledge training.
role play
Role-playing helps salespeople better understand the product. Sellers should play both the role of the seller and the role of the customer so that they can put themselves in the customer’s place when necessary and sympathize with him or practice their sales script.
HubSpot Sales Director Michael Peachey says:
“Working through a hypothetical scenario with a team member or coach gives you an opportunity to identify your strengths, weaknesses, and obstacles.”
Use fun methods
Product training should be fun, so use different methods to teach it. You can use methods like quizzes, games, video demos, infographics, and even the check box group projects. For example, to train new hires at HubSpot, games and group presentations and a competitive approach are used.
Use real examples and case studies
People like examples and remember them easily. Because they learn how to use the product or its application in practice and not just in theory.
Leslie Yee, Senior Director of Content Marketing at HubSpot says:
“Case studies allow you to highlight certain aspects deb directory of your product or service, which will have a positive impact on customer engagement, building credibility and increasing trust. ”
Performance review
Sales representatives can facilitate the sales process by receiving feedback from their colleagues. For example, share their recorded conversations with the customer to their colleagues and ask for their opinion.