Teach sales professionals to understand their customers’ needs. This area can be really useful to you when customers have choices – so make sure that you know the options that are available but avoid presenting too much information at once. Solid knowledge about your product coupled with parallel information about similar products sold by your competitors—gives you that added advantage to easily counter objections. They are Superficial, detailed, expert and master. Stronger communication skills will allow a salesperson to recognize and adapt a sales presentation for the various types of customers. Units include: Understanding the business of retail; Understanding customer service in the retail sector It is also important to remember that everything that you sell is now subject to legislation! Practice 2: Blending Classroom Training with Online Training. And apart from having a good knowledge of your own organisation, you also need sufficient knowledge about rival companies too, if it’s relevant to what you sell, so you can demonstrate and protect the prestige of yours. Product knowledge ensures that sales professionals can communicate effectively and enthusiastically, building trust and confidence in customer relationships. If you are relying on this level of knowledge you must do something to change it – it is unprofessional and very risky to attempt to advise customers without a good enough understanding of what they are buying. At this level of knowledge you have added to your detailed understanding of your products and services by researching the wider market and the industry as whole. Pair learners together so that one can practice being the customer and one can be the salesperson, practicing common objections and questions before they are in the field. You need to build sales knowledge so your team can speak fluently about: The customer needs you solve Product knowledge training must also be consistent, engaging and customised. Be up to speed with the latest information about everything because you’ll never know when it will come in handy. Home » In-House Training » Retail Sales Training » 12 Important Product Knowledge Topics In Retail Sales. We recommend that you really get to understand the background and the history of your company. The importance of your sales associate’s product knowledge and the in-store experience they provide your customers cannot be understated or overlooked. It’s not only the written law that you need to think of but also the unwritten laws of being an ethical sales person with no lies or misleading information. Improve Retail Employee Product Knowledge And Productivity. You can do this because you have gained a deep understanding of what customers really need. If sales professionals can access product information quickly and easily, they are more likely to use it when and where they need it, even when they’re on the road. Perspectives and expertise by and for learning leaders. Changes in fashion, taste, habits, the economy and so on should all be noted so you can adapt your approach accordingly. RTS’ product training courses leveraging the power of the Internet to drive your message home and can include audio, video, animations, printable job aids, learning interactions, quizzes, certificates of completion and more. There is keen competition out there, so you must be aware of your competitor’s strengths and weaknesses. A good knowledge of their prices and products will help you to guide and advise your customers about the similarities and the differences of your products. There’s no need to reinvent the wheel when you have experts already in your company! There’s much more to it than just understanding features and benefits. Working our way up the ladder, next is the detailed level. Pairing Sales Enablement Technology and Training Content for Continuous Learning. What happens with the delivery of these items? All of this is really important. What Do Our Retail Customers Expect From Us? You would know about operating systems in computers and phones; sizing and widths, materials and methods of construction in shoes, plus in each case much more information directly relevant to the products. If you’re selling cars do you know exactly where the latch is to open the bonnet? If sales professionals aren’t selling one particular product every day, they will need reminders on what the products are and what customer problems they solve. And if you work in an electrical goods store, can you easily show your customers how to fix the HDMI lead to the back of their TV? The packaging of the merchandise goes a long way in improving the brand value of the product. In order words, only those staff who deal with your customers directly. Some of your clients will want assurances and the peace of mind knowing that if anything goes wrong that they will be covered. So if you sell a large furniture item for example then you need to know the lead times of delivery – sometimes this can be weeks so you will need to inform the customer of this. You must thoroughly understand your terms. Team members can complete them between customers in a self-directed manner and you can track results via the web. This is a scalable solution if you have hundreds of retail staff. This knowledge includes information about the particular product they are selling but also the story behind the product – how it was made, what … Therefore, it is vital that the retail staff have an in-depth knowledge of the product or service they are representing. How to Train on Product Knowledge The problem is most sales training focuses on building sales skills. There can also be associated products that are available at special prices if bought together. UnderstandinEVOLUTIONg how your products and service have evolved over time is very useful to demonstrate your expertise and build confidence with your customers. The Question \"How to Train Retail Employees\" Is Best Answered by 5. This authority that you have gained will help you deal with more difficult questions from customers with assurance and greater confidence. They skirt over the details and seem to rely on appearing knowledgeable rather than really understanding the real information they should be aware of. That’s narrow thinking. You study relevant literature and industry publications. An example could be the special treatment of certain carpets with a stain protection agent as standard or how a piece of furniture is hand made by a master craftsman or how each of your products is created locally without the need to outsource to China or Taiwan. If you know your product inside and out, you are able to give information as needed and the enthusiasm will be organic. Maybe a potential customer has heard of problems or drawbacks that have since been addressed by the manufacturers or providers. You will be regarded by your peers as “the go to” person they come to for help and advice around the products. Knowing as much as possible about your products and services is a fundamental part of your role as a Retail sales Professional. There may be discounts and special offers that you need to take into consideration and any special sales that are taking place. You participate in webinars and attend trade shows voluntarily and you pro-actively liaise with suppliers, manufacturers and service providers. And does your company offer an online retail experience too? We can develop your retail sales staff and store managers to help them take their game to the next level. Take this retail quiz and see if you’ve got what it takes or not to rule the retail industry. So beware! As you have found, this area can embrace a wide range of detail and be the critical differentiator when customers choose who they want to buy from! In business, product knowledge is all the above…and more. Can they also receive the item quicker if they pay more? You can categorise how much you know into 4 levels of knowledge. Your marketing department likely has a great deal of collateral on the products and services your company offers. This video is about Product Knowledge 1. It may all seem a little daunting, but let’s look at it one by one and you will soon get the idea. Product training with emphasis toward product knowledge will be more effective in helping you deliver customer experiences that “Wow” before your competitors do. Product knowledge gives us courage. 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