You consistently provide extra advice and support to customers to help them make their buying choices, often at increased margins for you. Perspectives and expertise by and for learning leaders. If you’re selling designer bags, can you easily demonstrate how to attach the shoulder strap and also the 2 hidden pockets on the inside of the bag? In addition to information about your competitors products, you also need to understand information about your industry as a whole and your competing organisations too. The product knowledge phase should allow about 10 hours for the top 25 SKUs. It’s rooted in the areas of Brand and Product Knowledge, Selling, Functional and Leadership Skills. And in terms of the delivery, you’ll also need to know if the customer will receive a specific time in the day when the item will be delivered or if it will be anytime between 9 and 5 for example. The other side of the coin is sales knowledge. You participate in webinars and attend trade shows voluntarily and you pro-actively liaise with suppliers, manufacturers and service providers. Some of your clients will want assurances and the peace of mind knowing that if anything goes wrong that they will be covered. And does your company offer an online retail experience too? Pay attention to the rules and guidelines that you train employees on. Have you ever been a sold a product only to be let down on the delivery? Markets are constantly changing and you need to keep on top of these changes. For example, an organization may offer product knowledge training for executive management, sales, marketing and customer service roles. It is vital that you understand the relevant laws and controls over your goods, services and also the transactions that you have with your customers. This authority that you have gained will help you deal with more difficult questions from customers with assurance and greater confidence. Benjamin Franklin summed it up when he said: “An investment in knowledge pays the best interest” – remember it well throughout your sales career because it’s so important. Instead of just selling a product, sales reps will be partnering with customers to solve their problems – a much more effective tactic. Offers like providing insurance against accidental breakages can add an additional 10-15% on to the price of the item. Is there a purse the same style and pattern as this bag? So make sure that you fully understand how your products and services are delivered to your customers if this is an option. Below I’ve categorised the product knowledge that you’ll need into 12 main areas. Want to improve your retail sales skills? In retail, that could mean remembering and appreciating repeat customers, forging a local connection with shoppers, putting your product knowledge to good use, and more. You are starting to become a sales leader as your advice is sought after; and you are able to help train your colleagues too. Depending on the customer persona, the sales reps know which product to promote. How to Train on Product Knowledge The problem is most sales training focuses on building sales skills. They are Superficial, detailed, expert and master. You need to build sales knowledge so your team can speak fluently about: The customer needs you solve If you’re selling cars do you know exactly where the latch is to open the bonnet? Your marketing department likely has a great deal of collateral on the products and services your company offers. How Product Knwoledge is built in retail training? In order words, only those staff who deal with your customers directly. In order to be a successful salesperson, you need to be confident in your product. 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