From the course: Sales: Selling Financial Products and Services
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Five methods for mastering product knowledge
From the course: Sales: Selling Financial Products and Services
Five methods for mastering product knowledge
- Want to have more confidence with customers? Be better at overcoming objections? And close more deals? Of course you do. Well, increase your product knowledge. The first and most important sale you have in financial services is to yourself. You have to believe, not only in what you're selling, but that it's the right fit for your customers. And selling yourself begins with learning about the products you sell. And how those products meet the unique needs of your customers. Just understanding the details of a product isn't enough. Look, I took french all through high school and two years in college. I got an A on every test I took. But ask me to hold a conversation or write a sentence in french, and I struggle. The same is true for product knowledge. Just being able to list what a product is won't cut it. Real product knowledge means you have a deeper understanding of how the product helps your customers. Increasing your product knowledge raises your confidence, your level of…
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