Sales People & Product Knowledge!

If there is one thing that is fundamental in any sales position it is product knowledge. This is probably the single most important thing that the sales person needs to understand and have nailed 100%. The days of bluffing are long behind us. We also need to be mindful that the customer does not always know what they want. Sales training from the employer is paramount but it surprises me as to how many times people get this wrong. Do employers think its not important? Do they think the sales rep will know all about the product they are selling before they sell it? If they answer yes to any of the aforementioned then they will have problems.

I was in a mobile phone store yesterday and I asked a relatively simple question. The assistant looked at me as if I had six heads. He had that “confused” look on his face and was hoping against hope that I would simply go away as quickly as I came into the store. He started to tap at the computer which is always a good decoy. For all I know he could have been on Twitter. Long story short, he could not answer me but directed me to a telephone number that might be able to help. It didnt and I left the store annoyed.

If companies want to increase revenues especially in the recession, then they must train and give the knowledge to their sales team. Remember too that up-selling is very important and the one thing the customer comes in for could turn out to be three, if they have the knowledge. It is as simple as that.

I wonder how many will?

Ciao,

T.