Does owning the product help you sell?

Some companies want their salespeople to own the product in the belief it'll help sell. Other places settle for you being involved with the product (a cable company I worked for issued me free cable service to get me acquainted).

The pro would be you'll be more knowledgable to service the customer. The con would be that you may be so attached to the product or your workplace, you can lose your objectivity to truly help out the customer.

What are your thoughts?

Transfer of emotion: I think owning the product helps if/when you become a believer in the product.

I think owning the product shows that you trust it, which makes the prospect more likely to trust it (and you) too.

Experience using the product will provide you with a depth of understanding that you couldn't have otherwise. This deeper understanding can inspire confidence and help you better relate your offering to the customer's needs.

I know several car salesmen who started to drive a certain brand of vehicle only because there was an unwritten rule at their dealership that you had to drive the brand you sold. Once they became invested mentally and financially in the vehicle they became strong supporters of the product.

personally I don't belive you can sell anything you don't believe to be a good product, otherwise you're only making a pitch, and it's obvious.

Pat

All piont are very valid. I agree with the majority in saying that the item is great to own as it does build a liking and understanding of the product.

I agree with Jolly Roger in saying that automotive salesmen often follow the unwritten rule and purchase a vehilce that they sell. I storngly feel this help if and when the customer asks " what car do you drive" that you answer with what ever it be you are trying to sell.

This builds confidence in the customers mind they are buying off someone who feels greatly about the product and not just another salesman trying to rip them off.

Quote:

Originally Posted by toolguy_35

personally I don't belive you can sell anything you don't believe to be a good product, otherwise you're only making a pitch, and it's obvious.

Pat

I hear what you are saying Toolguy but I also think that a good salemen will be able to hide his dislike of a particular item or product in order to make the sale.

Think of those in a Multi franchise or those selling across a wide range. I am sure that not all products they are trying to sell they believe in.

Quote:

Originally Posted by Snowboy

I hear what you are saying Toolguy but I also think that a good salemen will be able to hide his dislike of a particular item or product in order to make the sale.

Think of those in a Multi franchise or those selling across a wide range. I am sure that not all products they are trying to sell they believe in.

Those are two really good points Keith. I don't like brocholi but if I sold food I wouldn't let that get in the way of helping a customer buy.

Quote:

Originally Posted by Marcus

Those are two really good points Keith. I don't like brocholi but if I sold food I wouldn't let that get in the way of helping a customer buy.

Thanks Marcus - And I love your analogy there.

Does owning the product help you sell?

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