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About STAM

  • Leading Learning Solutions provider
  • Expertise in Web Based Product Training
  • Focus on Technology Vertical
  • Global clientele including Fortune 500 companies
  • ISO 9001 Certified

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sales@staminteractive.com Tel - 732.329.2747

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Training to sell your product
The sales force of a product company has a significant impact on the top line of your organization. As your product portfolio becomes larger, or more diversified, or updated with newer products and features, your sales force needs to be in the know – armed with the latest information about your product, to make that difference to the customer and to close that sale. A product manager’s view of sales training is often to provide the salesperson information about a product and is specifications. At best, the training involves an overview of features and general benefits of the product or technology.
However, there are some aspects to be considered with respect to sales training, especially in the context of product sales.
  • The focus needs to be on how to sell a particular product, and not just on features, specifications and benefits. This means providing learning on objection handling for that particular product, how to position the product for different market segments / customer types, competitor comparisons and talking points, and so on. The best way to enable this learning, is not by only providing information, but also enabling practice in the form of case studies and even role plays. E-learning programs can incorporate these learning elements successfully in most scenarios.
  • Another point of consideration is making the right information available to the right person at the right time in the desired format. The same information about a product is viewed from different perspectives by different stakeholders. A single form of documentation – such as a manual or marketing collateral – is not enough to address the different perspectives. For example, when a product is released with a new technology, the sales person might grapple with how to position this technology in the market, using easy to understand, attention grabbing manner while the customer may try to understand how to use the new features enabled by the technology, and the support staff may concern themselves with the troubleshooting implications of the new technology. A single format of information / training will not work for all of them. When each stakeholder receives the information in the format that is best suited to their perspective, there are greater chances of them internalizing it. This is specifically true for sales training, since it often involves product literature that is still under development, and the available product documentation is created by and for technical consumption. E-learning solutions offer several possibilities including knowledge portals, wikis, and learning content management systems.
Creating sales training is more about taking your sales people through a list of product features and specs. It is about enabling them to meet their sales targets by providing them knowledge and skills related to the product , from their perspective.

STAM has a decade's experience in helping global companies with their Web Based product training strategies and investments, please contact us for your product training requirements.
Sales are contingent upon the attitude of the salesman - not the attitude of the prospect.

– W Clement Stone