Got Sales?™ Product and Solution Understanding

Product and solution understanding is the broad and deep knowledge of common product or service problems and their associated solutions, including competitive alternatives. It also includes understanding how customers use your solutions within a variety of applications.

To have a solid product and solution understanding, you must understand typical product and service problems. For example, if you are selling preventive maintenance for equipment your organization manufacturers, what problems may occur if maintenance is either not performed or deferred?