Know More and Sell More

Technical knowledge and expertise can be a powerful advantage for resellers. Thorough product understanding can sharpen intercommunication skills, encourage enthusiasm and help overcome customer objections – all of which can help increase sales. But it’s a careful balance. Not everyone is technically savvy, and just a little expertise at the right time can often go further in building a good customer relationship. Sharing too much too soon, anxiously demonstrating details or reciting specifications can overwhelm, frustrate and discourage a potential buyer. Instead, sell the customer a solution to one or two specific problems they’ve mentioned. When properly applied, product knowledge can help transform any employee into a sales performer and develop every prospect into a loyal customer.

MANHATTAN Retail Tips:

• Schedule do-it-yourself upgrades, how-to-install clinics, free PC check-ups and new product demonstrations
• Allow the customer to speak and ask questions to help direct the presentation and formulate the solution
• Ask leading, open-ended questions that permit a customer to reveal actual issues or needs
• Explain features and benefits in easy-to-understand terms and avoid advanced, technical jargon
  

MANHATTAN is a leading global provider of single-source personal computing solutions protected with a lifetime warranty for work, home and mobile venues. For our full line of Components, Peripherals, Cables and Accessories, visit www.manhattan-products.com.