Comments on: How Much Product Knowledge Is Enough?

By: Julian Blee

Julian Blee — Mon, 06 Apr 2009 15:05:00 +0000

I believe that having as much knowledge of your product of service is essential; however, I think that the way that that information is portrayed to the prospect is all important. As a Sales Trainer I have seen many sales deals slip from the grasp of a salesperson due to their inability to refrain from flexing their knowledge biceps. Talking to much about features and making a presentation tiresome and all most boring can be the result of too much information in the hands of some sales people. Good post!

By: Danny Smith

Danny Smith — Tue, 17 Feb 2009 22:12:50 +0000

I agree that you have to speak the language of the buyer. Yet, if all the sales person can do is “talk” the language, he/she will eventually be found out. The better the sales persons technical skills about the product, the better he/she will turn the customer into a client.

By: Allan Himmelstein

Allan Himmelstein — Tue, 17 Feb 2009 13:36:40 +0000

This is a good post. I contend that there are two parts to every sale. There is a technical sale and a business sale. In each one you have to speak the language of the buyer. There are so many variables in this discussion, that one could write a book. Many Technical sales have a longer sales cycle requiring tests and sampling. The problem is the sales person linking the technical advantages to why it makes good business sense. That is, really putting in numbers how it will save time, trouble, and money for the business to buy.