To Increase Revenue, Know Your Product

Sales managers push new hires into the field fast—CRM training, operations, cold calls—but often rush product training. Then they wonder why reps:

❌ Struggle to close deals
❌ Give steep discounts
❌ Fail to position value over price

The problem? They do not fully understand what they are selling.

Instead of overwhelming buyers with specs, sellers must master how the product impacts the buyer’s life and how it compares in the market. But to do that, guess what, they need to know the product.

Instead of winging it, take action. Here’s how to turn product knowledge into revenue.

1. Answer the Right Questions

Your team should not just memorize product specs. They need to sell outcomes and answer critical buyer questions:

🔹 What is the outcome of using this product?
🔹 How does it actually work?
🔹 Why does the buyer care?
🔹 What problem does it solve?
🔹 How does pricing compare to competitors?

📌 Test your team. If they can not confidently answer, they need more training.

2. Build a Simple, Effective Product Training Plan

Too many sellers avoid asking product questions—they don’t want to look uninformed. Do not leave training to chance.

💡 Follow these steps to build strong product knowledge:

✔ List all products & services – Get clear on everything you sell.
✔ Define each one – What it does, key specs, timeline, and teams involved (including billing).
✔ Feature-Benefit Breakdown – Have sellers list features and translate them into customer benefits.
✔ Leverage Top Performers – Ask your best seller for each product to share a quick case study:
🔹 Who buys it?
🔹 How do they sell it?
🔹 What value does the buyer get?

📌 If your team can’t confidently explain the product, they will struggle to sell it.

3. Learn Directly from Your Customers

Your buyers hold the best insights into your product’s value. Smart companies bring customers in for live Q&A sessions.

🔹 Invite top clients to share their experiences.
🔹 Let them explain why they chose your product over competitors.
🔹 Get direct insight into what matters most in the buying decision.

📌 Real buyer feedback = better sales positioning.

🔥 Product knowledge = confidence = higher close rates. 🔥

At Red2Black Group, we help sales teams improve product positioning and close bigger deals. Want to strengthen your team’s sales knowledge? Let’s talk. 🚀