03 Aug 2018
Effective selling: know your product
Written by Doug D'Aubrey

While there are many aspects to effective selling, a fundamental belief in your product or service has to be paramount.

The most successful salespeople genuinely believe in the benefit their product or service provides, and it shows. I’m sure you, like me, have experienced a lacklustre sales experience. When a salesperson has no belief in what they’re selling, it instils no confidence in you as the buyer and switches you off. However when there is belief, that passion is infectious.

OK, how to get that belief? If you’re a small business owner then I’ve no doubt you’ll have it in abundance. But what about if you rely on others to do the selling, do they share your passion?

Know the product

It stands to reason that the first step has got to be to understand the all the features and benefits of the product or service. Give the seller access to all relevant literature to give them this knowledge, talk to them about it and answer any questions.

Experience the product

The greatest way to get that belief though is to experience it, so facilitate this wherever possible. The proof is in the pudding, as the saying goes. With first-hand experience will come an inherent knowledge and passion that will expedite a sales increase.

Likewise, why not let your prospects try the product or service too? This can be achieved through physical samples when selling a product. For services, case studies and reviews will help give confidence.

Knowing and experiencing the product is only half the story though. Read on to my next blog, Effective selling: understanding customer need, to uncover how understanding a client’s need is as crucial to effective selling.

As ever, if you need any help going through these processes, why not contact me for a free new business review? I’ll spend two hours with you giving you professional coaching on starting a business. I’ll leave you with actions for immediate implementation.

Doug D’Aubrey.