It may seem to you that it should go without saying to know your stuff...but you know, sometimes it's the things that aren't said that hurt us the most...that applies in many aspects of life.  Think about that warranty sale that you were so, so close to getting a yes to and at the last minute your customer declined.  The customer leaves and you think about one last question you didn't ask that may have sealed the sale.  So I am going to take this opportunity to remind you ALL to know your products.  I mean really know them.  Read the policies, the certificates, the contracts, and if something strikes you odd, ask about it.  Inquire with your rep for that product and if they don't know the answer,  keep asking until someone can provide you with an explanation that you can live with.  Once you know what you are offering, take the time to also know what your competition offers.  As an example, find out if your paint protection treatment needs reapplication after a certain length of time and if not, find out if there are other popular products being offered by your competitors that maybe do need reapplication.  OR, if your paint protection treatment does need reapplication after a certain period, know the reason why that should be done and what the benefits are to your customer to have that done.   Knowledge is power and that will always be the case.  When you know your products inside out and how they rate in comparison to other products of similar nature on the market, you become a wealth of information to your customer and you will naturally increase sales.  People like to buy from those who have practical, sensible knowledge to share with them.  Imagine yourself when you are purchasing products you have a limited knowledge about.  Are you more inclined to purchase from someone who knows what they are talking about or from someone who is pitching you?   It's likely that you can tell the difference and it's probable with today's educated buyer, with so much information available to them at their fingertips, they can tell the difference between a knowledgeable salesperson and one with a canned presentation!  This step will take an investment of time on your part but it could well be the most valuable time spent in your career development.  Be Your Best!

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