Don’t miss sales opportunities through poor product knowledge.

Gaining competitive edge is not just about having the best or cheapest products. It's also about communicating those facts to your customers – persuasively. When these products are sold by large, dispersed sales teams or by resellers, it can be difficult to ensure that the right messages are getting through.

Do your sales people or resellers really understand your products and how to sell them?
How long does it take for your people to get up to speed with new products?
Do your sales people sometimes sell the products they know the best rather than the ones that generate the highest margins?
Can your sales people identify opportunities correctly?
Are they able to demonstrate and explain key product features?

Our approach

Brightwave has developed a highly effective approach to designing product knowledge training:

We focus on the sales situation as the vehicle for learning.
This means simulating real-life scenarios that the learner responds to. Animations and interactions are used to develop awareness of product features.
The virtual customer will make judgements about your ability to convey the benefits.
We often use game-style challenges to test the learner's ability to assimilate and apply unique selling points and to deal with objections.
Importantly, we weave good practice in selling skills into the scenarios, rather than detaching them from the product features and benefits.

Brightwave has developed training on a wide range of products – physical items such as Tablet PCs and gas equipment, through to financial services such as mortgages and pensions.

Our clients

Brightwave has developed product knowledge training for a range of organisations including: