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Seven top tips for building product knowledge

Product knowledge is an essential sales skill. Understanding the features of your product allows you to present their benefits accurately and persuasively. Here are our top 7 tips to building product knowledge.

  1. Link the features to the benefits

    Learn all about the features of the product or service that you are going to sell but don’t just stop there, turn the features into benefits. Many a salesperson gets easily caught up in a monologue of great features that they forget to sell what the product or service actually does, and the benefit to the customer.

  2. Suss out your competition

    Spend some time researching your competitors products, what features do they offer compared to yours, what’s their pricing structure and reputation in the industry.

  3. Map solutions to challenges

    List out what challenges you think your customers face and map out how you think your product or service helps to resolve them.

  4. External factors

    Spend time researching the market and industry that your customers sit in. Are there are any social, economic or political regulations that you need to be aware of.

  5. Your USP

    Think about what your unique value proposition is, and how it makes you stand out from the crowd. Is it enhanced features, value for money or something else?

  6. Build a 10 second pitch

    Imagine you were to walk into a lift and your perfect prospect is there but you see they are getting off at the next floor. What would your 10 second pitch be if you had to explain what your product or service does?

  7. Help others

    Capture all of the knowledge that you have gathered into either a Powerpoint presentation, Word document or another method, that way you can skill up other members of your sales team quicker whilst retaining knowledge within the business.