Product knowledge is one of the most misunderstood topics in selling. Business leaders often barrage their sales teams with information about their products in the hope that it will increase sales. It never does. Many have asked, “how much product knowledge does a sales person need to be successful?” Those who pose the question are looking for an answer that reads like a checklist. Sales people need to know this, this, this, this but not that.
However, there is a problem with knowing a lot about a product. It does not translate into sales. Allow me to explain. I have rarely been in a company where those who create the product, who know it inside and out, can convince anyone to buy it. Why? Read More Using Product Knowledge Effectively