Product Knowledge is power

Ateneo Professor on Entrepreneurship

From Inc. by Marissa Merit Normberg

You must demand the highest level of product knowledge from your employees.  Nothing comes close this. Even if you have pleasant and intelligent people in your sales team, if they lack product knowledge, they are useless.

How to go about:

l.  Training, training:

     1. Sales people, all staff must be briefed on the company's product and feature, MVP and know this by heart.

     2.  Comparison with competitors must be made, price, terms,  features,  and this must be mastered.

     3.  Role playing on how the issues must be tackled.

2.  Mastery

      The mastery must be checked via reviews and actual site or presentation.  How many times do we encounter sales people who say the product is not available, and yet they are on the inventory list or is in he shelf..... Verify verify verify.

3.  Learning never stops:

New sales process techniques must be learned;   new products must be learned.

Demand only the best product knowledge from your sales people from INC.