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About this lesson
In order to be successful in sales, you must be an expert in your products and services as well as your competitors’ products and services.
Exercise files
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Be An Expert In Your Product or Service.docx55.1 KB Be An Expert In Your Product or Service - Solution.docx
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Quick reference
Be an Expert in Your Product or Service
Being an expert in your product or service helps you understand your advantages and overcome your disadvantages.
When to use
You should always be an expert in your products and services, so you can speak to the advantages and overcome the disadvantages.
Instructions
To become an expert in your products and services you need to do the following:
- Know the features and the benefits of your products and services.
- Know the features and the benefits of your competition’s products and services.
- Know what advantages you have in the marketplace over your competitors.
- Know what disadvantages you have in the marketplace and how to overcome them.
- 00:04 In this video, we're gonna continue with step one,
- 00:07 being an expert in your industry.
- 00:09 So you wanna know your industry, right?
- 00:11 You wanna know the past, you wanna know the present, you wanna know the future,
- 00:15 where your industry's going.
- 00:16 And you wanna be a teacher.
- 00:18 You wanna teach Your clients whatever it is that you're selling about your product,
- 00:22 about your service, about that industry.
- 00:24 And you wanna promote it on social media, Facebook, LinkedIn, YouTube.
- 00:28 Okay great.
- 00:29 So now in this video,
- 00:31 were gonna talk about you becoming an expert in your products or services.
- 00:36 Okay? So you need to know your products and
- 00:39 services.
- 00:39 So you need to know their features, you need to know their benefits.
- 00:42 Everything about what it is you're selling, you need to know inside and out.
- 00:47 Okay, and number two, you need to know your competition's products and services.
- 00:52 You need to know their features and their benefits.
- 00:54 Why?
- 00:55 Because if somebody's considering a couple of different companies, you wanna know
- 01:01 what your advantages that you have in that marketplace over that competition.
- 01:07 Okay?
- 01:08 So you wanna know the advantages you have in the marketplace over your competitors.
- 01:11 Also you wanna know what disadvantages you have in the marketplace and
- 01:15 how to overcome those.
- 01:17 Okay? So for example in our industry,
- 01:20 we know that our advantage is we deal with the psychology of sales people and
- 01:25 we also create lasting change.
- 01:27 Meaning that it's not just some rah-rah okay we're gonna learn some training.
- 01:32 But it's going to be training that you can continue to grow on and
- 01:35 continue to use throughout your career.
- 01:38 Now, we have some disadvantages in the marketplace as well.
- 01:41 There is a lot of sales training out there and I'm sure you've seen that, so
- 01:45 we need ways to differentiate ourselves in that market place.
- 01:49 So what it for you?
- 01:50 What advantages do you have in the marketplace over your competitors?
- 01:54 And what disadvantages do you have?
- 01:56 Because if you really look at those disadvantages and
- 01:58 you are real honest with yourself you can come up with ways to overcome that.
- 02:03 Okay, great, so let's review.
- 02:05 You have to become an expert in your products and services.
- 02:09 So you have to know your product, service, or your service's features.
- 02:12 You need to know their benefits.
- 02:14 You need to know your competitor's products, and your competitor's services.
- 02:18 And their features and benefits.
- 02:20 And you have to know what advantages you have in the marketplace over your
- 02:23 competitors, and know what disadvantages you have in the marketplace and
- 02:27 how to overcome them.
- 02:29 Okay?
- 02:29 You guys got this.
- 02:30 I'll see you in the next video.
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