Know your product

Recently I saw an online discussion about whether you need to know your product or service in order to make the sale. Many people seemed to think that while product knowledge would be helpful, it’s not a necessity.

While I’m the first to admit I’m not a salesperson, I can’t imagine trying to sell something I don’t know well. When at a restaurant, I expect the servers to know the food they are selling (they don’t have to know how to cook it but they do have to know what is, and what isn’t in it). It might not be as necessary at a fast food restaurant but if it’s a nice sit down restaurant, there is an expectation of product knowledge.

How does a small, local store compete when one of the big box stores moves to town? They have to be able to provide better service and better product knowledge because, in most cases, they won’t be able to compete on price.

You might be able to sell to a person one time without product knowledge but in order to create a relationship that includes repeat sales, I would strongly recommend knowing everything you can about the products or services you are selling.

Have a great day!

Lawrence

One Response to “Know your product”

  1. I agree. I have been to several stores after the holidays to purchase an item. I had money “burning a hole in my pocket” ready to buy that “had to get” item. I went to three stores and no one acknowledged me or came to answer questions regarding the product. An average salesman could have sold me the item for $600, but someone truly informed likely could have made as much as $1100 if they had the right product knowledge. As is, I may never buy the item.

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