Your selling game will instantly improve when you display a deep understanding of your product. Practice SaaS product  knowledge learning to create initial trust and hook your customers into growing curiosity over your technology, taking on the role of the expert on your product is a number one priority after pinpointing the pains of the potential client. You want to achieve the following: going from customer hesitancy, to customer trust and finally, converting that trust to a buyer.

Transitioning Sales People to Product Experts 

Basic knowledge and highlighting values is not enough to close that deal. Building expertise in tech products needs a commitment to constantly learn, update and bring an idea of product excellence to the client. Below is a compilation of some of the super ways to better train for your tech product awareness. Read on to ensure a top notch product  presentation experience for your prospects, combat objections proficiently , and get closer to closing deals. 

Product Training Tutorials

Get creative and practice your tech product knowledge building by creating videos that help and guide users on using the said product. A live demonstration will allow for trust and confidence in yourself and the product to flourish, thus resonating with the people you’re trying to sell for. Tutorials will give you hands -on experience in what you’re selling and help you practice rapport and communication skills. Pick a software and make videos that add value and from that, display great persuasion skills. For example, after picking a software, ask yourself what business goal is the user expecting with each step. Record the entire journey and make tutorials on the many features under the software too. This way, you will be able to cover the whole process, and know what a successful workflow looks like for a customer. 

Simulate Selling Roleplays 

Fill the shoes of both roles: a sales representative and a prospect. Gaining knowledge on both sides of the conversation is a premium insight for a better road to rapport. To build tech product knowledge expertise, being in the prospects shoes will give you a chance to learn pain points, concerns and challenges and develop empathic ways to deal with prospects. For example, trying to know how long your prospect has been in the company, their title, what they do on a daily basis, their key performance indicators and the challenges they face in delivering them can help you imagine what a prospect can be suffering from. This can also help you estimate your chances of persuading them into buying your solution. 

As you start imagining a conversation with a prospect for better product presentation, focus on handling sales challenges. Allow space to practice the following: handling common objections, avoiding discounts, price resistances, and discovering customers’ needs.

 For objections, you can prepare a battlecard and study the strengths and weaknesses of the competition technically and commercially, and tackle all possible objections with their best responses. For handling prices and discounts, know the industry’s benchmark, and never give a discount except if the prospect asks for it. When they have price concerns, you must know why they do it if the solution is going to help them. Find out what their ideal pricing is and how much they’re paying now with their current service provider. And lastly, to discover customer needs, you must practice active listening and ask alot of questions to acquire a solid business case for solution selling. 

Create Tech Product Quizzes

SaaS product knowledge learning can be by testing your information and data. This method has proven efficient in building tech product knowledge for sales representatives. Making tests like questionnaires or any question and   answer task can really superboost gaining information and remembering them as you prepare for selling your product. Whether online or in person,  interacting with material and applying them in tests are a great way to really delve into deep technicalities, and details.  Quizzes could be multiple choice, essay, open ended or yes and no, and can be scenario based, or based on real cases from current customers. Some examples of questions focused on tech product knowledge can be on product key features and benefits,  technical specifications like implementations and security measures, target audiences or potential users of this product,whoo they are and what they may be suffering from,  pricing and packages and competitor audit. 

Demo Tests 

Practical testing of the product is an excellent way to learn and demonstrate knowledge. To understand the product very well, it is recommended to create demos where you can install,open and use the software for a full workflow and document everything that happens in the process. This is as simple as creating an account on the software and starting to use it for work. By doing this, you understand the customer journey experience and will be able to represent your product well.

Case Studies for SaaS Product Knowledge

One of the ways to improve your SaaS product knowledge learning is by leveraging case studies. Making case studies can shift your knowledge from just information into a bigger context, that you can also use later with your prospects. Case studies help envision products beyond just theory by using examples. Highlight key aspects of product features, tools, strengths, distinguishing elements and successful implementation stories. The most important factor is to distinguish what changed for the said company after integrating this product. Change can show up in what has been gained, reduced and optimized whether its in money, productivity, cost or time.. Most of the time these examples form better trust and also aid in closing the deal.

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