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Foundation to Sales

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  1. Session One: Course Overview
    2 Topics
  2. Session Two: The Role of a Sales Person
    3 Topics
  3. Session Three: The Sales Conversation and Closing the Deal
    9 Topics
  4. Session Four: Sales Success Factors
    1 Topic
  5. Session Five: General Industry Terms and Concepts
    Session Five: General Industry Terms and Concepts
    1 Topic
  6. Session Six: Point of Purchase
    2 Topics
  7. Session Seven: The Importance of Good Sales and Customer Relations
    15 Topics
  8. Session Eight: Sales Ethics
    4 Topics
  9. Session Nine: On-line Sales Techniques
    15 Topics
  10. Session Ten: A Personal Action Plan
    3 Topics
  11. Course Summary
  12. Recommended Reading List
Session 3, Topic 5
In Progress

Preparing for the Sales Meeting

8 Jul 2021
Session Progress
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Product Knowledge

Knowledge is power and knowing your products significantly increases the prospect’s confidence in the product and the salesperson, this increases chances of the salesperson making the sale. It is difficult to sell a product or a services if the attributes can not be described and defended accurately.

The sales meeting should be used as an opportunity show off the attributes of the product or service. Questions may arise about offerings by competitor companies, this is why it is important to have full appreciation of what is being offered in the market and also be aware of emerging trends.

Communication is key – the salesperson must be eloquent and present themselves as knowledgeable, trustworthy, and a credible source of the information which they are presenting. The prospect must be certain that they are being presented with a viable solution and the salesperson’s confidence and enthusiasm should reflect this.

Excellent product knowledge will assist in striking down any objections the prospect may have towards the salesperson’s offering. It is advisable to have a firm knowledge of all that is available in the market, and to understand the possible strengths and weaknesses of products offered by competitors.

Product knowledge can be gained through marketing literature, sales reps, training sessions, testimonials, practical use and so forth. 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 to know about your Products?

  • Pricing structure
  • Styles, colours, or models available
  • History of the product
  • Any special manufacturing processes
  • How to use the product
  • Product distribution and delivery
  • Servicing, warranty, and repair information

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