Software Sales Tips by Matt Wolach

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Sales Tips

How Much Product Does a Sales Rep Need to Know?

Is product knowledge really important in sales? 

Most modern buyers come into any sales conversation having done their research. Your prospects have likely scoped out all the information about your product available on your company’s website. 

They may have even looked at what other people say about your product— glowing reviews and significant complaints. So you can expect they came prepared with tons of questions to ask during the demo. And as a sales rep, here’s what you need to do.

Don’t get intimidated. Instead, focus on your prospects

One of my good clients, Rick, asked me recently how much of the product does a sales rep need to know? And I told him it’s not about the product but more about the prospects. Watch this video to find out how you can manage this well.