So the salesperson has finished establishing rapport with the customer and the customer feels good about the company the sales person is representing. It's time to pitch the product through a product demo or sales demo. But is the salesperson ready?

Special Product Knowledge or Lack of Product Knowledge Can Make or Break a Sale

Special product knowledge is such a vital part of sales fundamentals. After all, considering all of the five steps in Know Thy Craft, it's likely the one the client has the most information on. With the internet so readily available, a customer can do the research and be armed with plenty of special product knowledge before entering any showroom.

This client research will have been for one of three reasons:

  • the client has an affinity for the product or service type and enjoys having the knowledge
  • the client wants to be certain he won't be deceived
  • the client wants reassurance on his research findings

The sales demo of any product or service to any of these three clients is simple when the salesperson's knowledge is intact and in depth. Being prepared for tough questions, just like in step two, is extremely important.