Are your employees prepared to pitch your latest products and touch on the key selling points? In this article, I’ll highlight 7 online training activities you may want to add to your product knowledge training to speed up knowledge retention.
How to pass on product knowledge in online training faster
Whether they’re on the sales floor or in the warehouse, every member of your team requires product knowledge. Of course, job positions, departments, and backgrounds call for different resources.
But understanding the product specs, features, and uses can increase your sales and improve customer satisfaction. It will also enhance your brand image given that employees will be knowledgeable, professional, and experienced with your line. Here are 7 ways to pass on product knowledge in online training faster.
1. Product feature infographics
Infographics can help employees explore the product features in a more visual format. For example, it may feature images of certain functions or noteworthy design aspects.
They can also download the infographic for future reference, such as when they’re on the sales floor with a prospective buyer who wants to know more about the standout features. It’s also wise to include a few facts and stats about the product that they can incorporate into their sales pitch.
2. Detailed demo videos
Demo videos showcase how to use the product and carry out regular maintenance. For example, cleaning the item periodically to uphold the conditions of the guarantee. You can even use animated videos to entertain as you inform.
Walk employees through every step of the process, so that they can demonstrate the product to customers. You can also use snapshots to illustrate the proper usage instructions.
Another great way to use demo videos is to showcase sales skills in action. For example, how to pitch the product to consumers by touching on all the USPs and benefits.
3. Sales pitch podcasts
Employees need quick knowledge refreshers and tips to improve their product knowledge. A sales pitch podcast will provide them with insights and advice they can use to increase profits.
For example, a 5-minute podcast shares tips on how to promote your latest product and includes a brief sales role-play. They can even listen on the go to prepare for a client meeting, or before heading to the sales floor.
Take it a step further by launching a weekly podcast series that goes beyond pitches and helps employees bridge skill gaps. For example, next week the host will focus on the top 5 interpersonal skills that your sales staff needs to hit their targets.
4. USP serious games
Develop serious games that explore the Unique Selling Points (USP) of each product. To improve knowledge retention, ensure that every game is bite-sized and focuses on a specific item.
For example, each level of the serious game centers on a key selling point for your newest app or software. Employees must demonstrate that they understand how the USP ties into real-world uses or benefits before they can progress.
You can also offer badges or points for every level they successfully complete. It’s a great way to test their mastery while increasing the fun factor of your online training.
5. Consumer case studies
Case studies let employees step inside the shoes of your target consumers and learn about their motivations. Why do they want to purchase the product in the first place? Which buying behaviors should employees be aware of?
As such, your staff is able to see things from the customer’s perspective and match them with the ideal products. You can also include common traits based on consumer personas or profiles.
6. Real-world application checklists
Customers purchase your product because it helps them fulfill a need or solve a problem. It is rarely an impulse buy with no practical explanation or motivation. For this reason, your employees must be aware of the real-world applications and benefits for every product you offer.
A checklist is an effective way to break the uses down to basic components and improve knowledge retention. For instance, the list might highlight the top 10 reasons why consumers purchase the product. You might even include some unconventional uses that recent focus groups or product testing have revealed.
7. Product launch micro-events
Live launch events give you the opportunity to celebrate your most recent offerings while giving your employees all the essential sales info. You can even host the event on social media to boost interaction and engagement. For example, a live Facebook product launch that allows employees to ask questions about the item and share sales pointers.
Follow up with interactive online training activities to improve retention and reinforce the key ideas. For example, a simulation that enables them to demonstrate and pitch the product to a virtual customer.
Top tip for your product knowledge training
You must know where everyone stands in regard to their current product knowledge. This is why it’s crucial to include assessments in your online training strategy. Especially self-guided pop quizzes that employees can use to gauge their personal gaps.
This allows them to identify areas of improvement and then use the available online training resources to continually develop their talents. For example, a self-evaluation reveals that your top salesperson actually knows very little about one of your specialty product lines, given that they typically work in a different section of the store. But they have the power to change that by listening to podcasts or watching demo videos.
Over to you
These 7 product knowledge resources create faster information transfer and improve memory retention. But it all begins with a training needs analysis, so that you can identify what’s lacking from your current online training strategy, then customize these activities accordingly.
You can find more about the essential ingredients of product knowledge online training in this post, which will help you build successful product knowledge online training programs.
