Here's how you can enhance your product knowledge as a sales prospector.

This isn’t something I plan for for me the key is to stay curious & always be open to learning. We have been gifted with a computer in our pocket - instead of wondering get into the habit of Googling it to find the answer. If you don’t have time to read your search no worries the browser will save the page until later. When’s the last time you read your competitions product information? When’s the last time you read the industries guidance & recommendations? For pharma reps when is the last time you read the study you’re promoting? Or your competition is promoting? Or the studies referenced in the study? You’d be amazed at how much more insightful your questioning becomes when you decide to become an expert in your field.

I agree with making time for daily learning. Even the small things count. Social media is loaded with information and often offers a different perspective from standard learning. I love to hear patient stories on Tik Tok; their frustrations, their fears, how medication has changed their lives etc. Podcasts are also a great way to become more educated on a disease topic especially unbranded ones that give an unbiased view.

Sellers can ads leaps and bounds of distance from their competitor counterparts by becoming even moderately fluent in their own product's dev docs. It doesn't require a PhD in CS to familiarize yourself with your docs, understand typical areas of confusion - or where past integrations went sideways - and be able to contextualize the technical underpinnings of your offering to prospects, both biz and technical. This deeper technical understanding of your product will polish your outreach and your prospect will know they're dealing with a pro!

In your calendar you can, or rather should, set aside some time for your training. Not only through your own company's trainings, but also through other sources for trainings on your product, as well as on your competitors' products.

-Make it a habit to learn something new about your product or service every day. -Dedicate a specific time to study product specifications, features, benefits, and use cases. -Most importantly stay updated on industry trends, technological advancements, and customer feedback to understand how your product fits into the market and addresses customer needs. -Attend product training sessions, webinars, or workshops conducted by your company or industry experts to deepen your understanding

Nada substitui a experiência direta! 🔍 Usar seu produto regularmente não apenas aumenta seu conhecimento, mas também enriquece sua habilidade de vender com convicção. Ao entender todas as nuances do produto, você pode falar sobre ele com propriedade, compartilhar benefícios reais e até mesmo discutir suas limitações de maneira honesta. Essa abordagem cria uma conexão genuína com seus prospectos e torna suas recomendações muito mais críveis.

In one company, I opened 3 different accounts as a user, replicating the whole process that a customer did to use the product. Thanks to this, it gave me a lot of confidence in it, and knowledge. I also took the opportunity to do the same with other tools from other companies. The knowledge gained was brutal!

When you teach others, especially if they are new to it, the learning is extraordinary because they don't have any prejudices, and they ask questions that you wouldn't otherwise see. Even try doing it with friends and acquaintances, you'll see what you learn.

Having regular and scheduled meetings with existing users is the best way to learn and improve your product. They are a golden source of information, don't let them pass you by!

-seek feedback from experienced sales professionals, customers, and subject matter experts within your organization. -listen to their insights, concerns, and suggestions regarding the product's strengths, weaknesses, and areas for improvement. -use this feedback to refine your knowledge and address potential objections or pain points more effectively during sales conversations.

I think collaboration also has to happen with existing customers. Understand their use cases and how they see the value, how it supports their revenue drivers, efficiency etc. When you can speak to how peers are using it and the value they see your talking/pitching from their perspective vs a vendor perspective.

Your product colleagues have to meet with customers on a regular basis, and with you or your team. This way they will know what is going on in the market, as well as have different perspectives!

Constant communication with the product team is very important. Both for understanding how the product helps current customers, and also for sharing common objections you hear with the product team to help inform future product roadmaps. The product team could also offer a second opinion on how to handle certain objections that could be really helpful.

-Stay informed about your competitors' products and services. -Understand their strengths, weaknesses, and unique selling points. -Compare your product's features, pricing, and value proposition to identify areas where you can differentiate and highlight your competitive advantages. -Check on their product updates and innovations regularly.