Consequences of having a low level of or outdated product knowledge:
Consequences of having a low level of or outdated product knowledge:
In sales teams:
- An underperforming sales team, trouble reaching targets.
- Lack of ability to convince the customer to the product.
- Having difficulties in building an “expert” image in the eyes of the customer.
- Experiencing communication chaos within the sales team.
- Misleading customers unintentionally.
In technical teams:
- Increased installation, assembly and service times.
- Risk of more failures and complaints.
- Unintentional damage, destruction of equipment during installation.
- Passing on incorrect knowledge to new technicians.
- Making repeated technical errors.
Among business partners:
- Lack of understanding of your offer and its value for the end customer.
- Weaker commitment to promoting the product properly.
- Having lower sales in certain product categories.
- Weaker product distribution (in comparison to competitors’ products).
- Preferring products of other suppliers instead of promoting your products.
You will soon be able to improve the efficiency and sales performance of your business by:
You will soon be able to improve the efficiency and sales performance of your business by:
1
Implementing a unified, knowledge base system.
2
Automating the communication processes of change in your company.
3
Educating with the product 10x faster, more frequently and at a lower cost.
4
Increasing levels of product knowledge.
5
Constantly verifying product and sales knowledge of your employees.
Low levels of product knowledge are often due to the belief that:
Low levels of product knowledge are often due to the belief that:
- Employees can handle the product and its application by themselves.
- It is better to spend time working “with customers” than educating employees about the products
- Communicating and educating about changes in the product is a significant and at the same time unnecessary cost for the company.
- One product presentation is enough to master a product well.
- Courses connected to products ought to always be conducted “in the conference room” in a face-to-face basis.
- There is no need for modern product knowledge distribution tools.