Sales Training

Product Sales Training

As products become more sophisticated and less differentiated, consumers are becoming more discerning and harder to please than ever before. As a result, it's crucial that your salespeople fully understand what customers want to know, how they want the information to be presented, and why your product is important to them.

Uncover the Hidden Value in Your Products

In the eyes of the consumer, traditional value follows a simple equation:

product + support + price = value

If two products appear to have similar attributes, the selling process quickly boils down to price. So unless you want to compete on price alone, it's vital to uncover hidden value.

Hidden value is that group of attributes that satisfy customer buying motives (needs, wants, desires) and cannot be readily determined by inspection of product specifications, dimensions, and/or features. Frequently, it involves product attributes that are related to quality, durability, or reliability—or technologies that function silently in the background, providing unperceived, yet critically important and tangible, benefits.

Approach Sales With a Fresh, Competitive Edge

Using proven processes, GP uncovers the hidden value in your products and brings new key differentiators to life to give your salespeople the competitive edge they need to win in the marketplace. Here is the approach:

1. Conduct detailed product analysis with experts to uncover every possible point of differentiation with the competition.
2. Integrate this information into a relatively small number of compelling product "stories" that address key buying motives.
3. Develop appropriate tools to make these stories come to life.
4. Explain these stories to students by modeling the behavior they are expected to replicate.
5. Arrange practice and presentation by students, always with buying motives and competitive comparisons present.
6. Continuously improve through regular product updates and skill reinforcement.

Whether training your people on existing products or for a new product launch, GP's highly interactive approach requires your salespeople to involve as many senses as possible in the learning process—seeing, hearing, touching, and demonstrating your product's unique qualities. We also offer e-learning programs and skills training to help you improve skills—and sales. The result of GP's approaches is a more effective and memorable sales experience that increases the perceived value of your products and allows you to compete on merit instead of price.