National Sales Center

Product Sales Training

By, Nick Moreno

There is no such thing as product sales training. You must sell solutions. Instead of product sales training, get focused on solution sales training and take your sales success to the next level. Learn more in this product sales training article.

Prospecting Tip – Forget Product Sales Training

You are in for a long day of prospecting if you are calling up people to introduce them to your new product. This is what happens when you get too focused on product sales training, so just forget it. If you want someone to meet with you, you must quickly give him or her a compelling reason to meet with you. That reason has nothing to do with your product so there is no reason to focus on product sales training.

Prospects want to know “what’s in it for me”. When prospecting, you must sell benefits. Think about how your product benefited one of your clients and forget about product sales training. Instead, give your prospect a great reason to meet with you. “We’ve saved the XXY Company 12% on their budget for printing services. They used the savings to expand their marketing department. Lets explore if we can do the same for you.”

You see, it has nothing to do with a product yet that continues to be the focus of product sales training. That’s not the way to get more sales.

No one care about your product but every one cares about saving money or becoming more productive. This is why I say, “forget product sales training and start focusing on benefits and solutions”. Let your competition focus on product sales training.

The Case Against Product Sales Training

Your sales strategy must uncover a problem that you can solve with your product or an opportunity for improvement you can deliver with your product or service. Your product is the tool that solves the problem or delivers new opportunities. Sell the solution, opportunities and benefits. Then, explain how your product functions to deliver as promised. No one buys a widget for the sake of having a widget. So, don’t get over focused on product sales training. Instead of product sales training get focused on solution sales training.

Sell Solutions And Move Past Product Sales Training

If you are ready to move past product sales training and start selling solutions, I invite you to learn more about three powerful sales training DVD/CD programs.

“The Progressive Sales Process”

“Leveraged Sales Prospecting”

“Top 20 Sales Strategies”

If you are a sales manager or small business owner and you want your sales force to start focusing on solution based selling instead of product sales training, learn more about “Superstar Sales Skills In A Box”. This sales training program changes everything.

So remember, selling a product has nothing to do with product sales training. Sell solutions because that’s the only way to sell.

Nick Moreno, Sales Consultant
National Sales Center, Sales Training Company

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Tags: product sales training, sales strategies, selling solutions