Creating Product Training With Maximum Impact For Your Sales People

Creating Product Training With Maximum Impact For Your Sales People

Welcome to the Presentation on Creating Product Training With Maximum Impact For Your Sales People.

1Why do sales people need product training?

Why do sales people need product training?

2Product Knowledge is Essential or Selling.

Only when the sales team has good knowledge about the products of their organization, will they be able to convince prospective buyers and succeed in closing a sale. Good product knowledge helps in selling.

3Why is eLearning suitable for product training?

Sales people need to be trained on products and eLearning is an ideal medium for this purpose. Lets see why.

4ELearning helps sales people to update themselves about the products of their organization on a continual basis.

Sales people are increasingly handling a large number of products. New products are entering the market more rapidly than ever before. Traditional product training programs, in a classroom environment, may not always be feasible. Therefore, an increasing number of organizations are using eLearning to train their sales people on products.

5What do sales people expect from product training?

But would product training include just information about products? What do sales people expect from product training?

6Training needs to support them in achieving their targets.

Sales people are target oriented and value the training that supports them in achieving their targets, i.e., increased sales.

7Knowledge that supports sales objectives:USP of productsInstallation & OperationPosition of productMarket informationSolution selling ideas

And, what is the knowledge that helps sales people achieve their targets? They need information that helps them to confidently address questions in a sales meeting. Information that comes in handy would be Unique Selling Proposition of ProductsBasic understanding of their installation and operationConceptual background about the position of product in the product line Current market Information andSolution Selling Ideas that give them an edgeLets look at each one of them separately.

8USP of Products:Key features of productsProduct lineProfile of customers

Sales people expect to get a general knowledge of products and their features, with particular emphasis on their USPs. Sales people should be able to recommend the correct product, from among the product line, based on a customers requirement. Using effective visualization and appropriate graphics, sales people can be given an orientation on the companys product line and match it with the profile of their prospects.

9Installation and Operation of Products:Product installationConfigurationBasic troubleshooting

Sales people expect to receive comprehensive, consistent and professional training that includes product installation, configuration or operation and some basic trouble shooting. This helps them to address customer queries confidently. Online demos, videos or animations can be effectively used for the purpose.

10Position of product

Knowledge of product portfolio

Sales people expect to obtain a conceptual background and understand the overall place of the product in the enterprise-wide process. They need to constantly update themselves of new product launches and understand how it changes the product portfolio and selling strategies.

11Market Information:

Training should align with on-field realities and challenges.

Sales people need to know how their products fare in comparison to the other products available in the market in terms of quality, price and features. It is important to understand the on-field realities and incorporate them into training.

12Solution selling Ideas:

How a feature helps customers to solve a problem

Selling is more successful when sales people translate product features into benefits for customers. Therefore, sales people would like to get ideas to sell solutions to customers rather than product features.

13Conclusion:An online product training enriches sales training programs by providing continual, ongoing support to the sales person.

Conclusion:Without a firm grasp of the product, salespeople will not be able to guide or influence the buying decisions of their customers. Market dynamics and competitor information keep changing and a sales person is expected to be kept informed about these developments that have a direct bearing on the sales. Product training for sales people therefore, cannot be a single, one-time event, but should be an ongoing process.14To read articles on similar topics, please visitblog.commlabindia.com

Lack of information and employee awareness is a major threat to Information Security. Well-thought out training program is the key to ensure that your organizations data is protected and secured at all times.15Thank you

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