I. Knowledge Base
A. Understand functional product, service, and company knowledge

Customers want to interact with a Sales Professional who can act as their consultant; someone who can answer their questions or are willing to find the answers; someone who has the expertise to help them discover and meet their needs.

Product, service and company knowledge becomes functional when the Sales Professional knows and understands the problems solved by the products/services, ways in which the company does business, and can identify the clues, signs or symptoms that suggest the prospective customer has the problems you can solve. (SDQ Code I.A.)

Performance Objective: Demonstrates consistent ability to quickly uncover signs and symptoms that indicate the prospective customer has problems you can solve with your product, service, and company features, advantages, and benefits. Be able to answer the prospect's question, "What makes you think we've got a problem?"

Learn how to:

  • Define and differentiate the concepts of features, advantages and benefits
  • List the features of products and services and the problems they solve for the customer
  • Explain the features of products and services with their respective advantages and benefits
  • Identify the clues, signs or symptoms that indicate a problem exists that can be solved by the product's and service's features
  • List the company's features and the problems they solve for the customer
  • Explain the company's features with their respective advantages and benefits
  • Identify the clues, signs or symptoms that indicate a problem exists that can be solved by the company's features

Copyright 2003, 2015 Sales Training International 281-367-5599