Product and Customer Knowledge
In any business that relies on sales, product knowledge is crucial to closing deals; however, to be truly successful in the composite trailer industry, sales professionals need to know more than just the benefits of their products. A seasoned composite trailer sales professional will also have a keen understanding of customer needs, hopes and fears in order to anticipate and answer questions before they are asked.
When these skills are built upon a solid product knowledge base, the result typically yields greater sales figures, repeat business and a great reputation within the industry for both the brand and the seller.
More Than Just Sales
According to TPS, “Trailer OEMs say turning…customers from doubters into believers can be done with clear marketing and sales messaging that directly challenges and refutes their concerns or educates them…how the advantages of composite materials far outweigh any drawbacks.” This drives home the point that sales goes much deeper than being able to tell a potential customer why a particular product is beneficial. Sales in the composite trailer industry is a process, and this process extends beyond the initial transaction.
Expertise
Understanding the composite equipment you sell, whether OEM, after-market or third-party requires that you also have solutions for customers who have questions, concerns or problems with their purchases in the future. You need to remember that you are the expert in the customer’s eyes, and therefore, you are the source customers will turn to for advice in the future. When this relationship is fostered by educating yourself to become an OEM expert on the products you sell, you’re more likely to experience faster professional growth and greater sales opportunities.
How We Feel About it to Better Serve Our Customers
Travis Johnson with Intermountain Trailer says: “At Intermountain Trailer, we take our training and product knowledge seriously. We pride ourselves in helping to educate our customers in the latest technology available in composite trailers and how that investment can help their bottom line”
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