Customer-Driven Product Knowledge
Many sales organizations place heavy emphasis on functional or technical product knowledge. But when it comes to actually moving a customer further down the sales path, functional product knowledge alone doesn’t cut it. Your reps must be able to think like a customer and understand how that customer is going to use the product.
We call it “customer-driven product knowledge” and it is a critical component of consultative selling and the McLean sales philosophy. It enables reps to share their product knowledge in a way that constantly relates the product’s features and benefits back to customer’s business needs.
McLean Performance makes it easy for you by pulling together the customer-driven product knowledge your reps need into sales toolkits they can use every day:
- Product Advantage Toolkit - Defines the key differentiators and advantages of your solution, relates them to your customer’s problems, and summarizes the overall business impact/value proposition of each capability.
- Key Buyer Profiles Toolkit - Created for each key buyer (for example CEO/President, CTO, CIO, CFO, VP Marketing, etc). Summaries what is important to each person, then defines where their priorities and pains intersect with your product’s differentiators and advantages.
- Competitive Strategy Toolkit – Contains valuable information on your competitors' strengths & weaknesses, sales positions and value propositions, tactics and more.
- Persuasive Sales Messages Toolkit – Includes elevator pitch, value proposition; stories, chalk talks, and testimonial; and business issues scripts all related to your customers’ needs.
See other Sales Toolkits available.
Contact us for more information about improving sales performance through consultative selling.