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Even the greatest sales rep can’t do their best if they don’t believe in the product they are selling. So how do you help your sales reps get excited about the product so they can convey genuine enthusiasm during every pitch? The key is proper education about the product to build passion in the product. However, that’s not always as easy as it sounds. Luckily, we’ve looked far and wide to compile our top ways to help your sales rep believe in your product.

Be attentive to their needs during product training.

Product training is one of the most vital times for building sales rep’s excitement. When educating reps about the product, don’t just feed them generic pitches. For many sales reps, simply reading a script about a product kills their passion for the product, and thus, never sparks the customer’s. When teaching reps pitches, ask for their input on how they see the product and what they would add – you may be surprised by how their comments can help the entire team learn about the product. Encourage them to use pitches as guidelines and let them know they are free to add in their own comments when speaking to customers so they don’t become robotic sales reps simply repeating information.

Don’t try to hide product flaws.

You may think that the best way to convey your product as the best is by hiding any negative aspects of it; however, not being transparent in both the benefits and cons of using your product hurts your sales reps ability to speak honestly about the product. When customers point out flaws in the product, your sales reps should be able to speak with assurance about the reality of the product while also demonstrating how these downfalls don’t affect the overall worth of the product. Comparing how your product stacks up against competitor’s and educating reps on how to handle questions about downsides to the product allows them to believe in the product because they fully understand what they are selling.

Listen to their questions to build confidence.

No sales rep can believe in or sell a product they don’t fully understand. Confidence in a product comes from feeling firm in every aspect of it. Don’t downplay or avoid their questions – acknowledge them and look for answers if you don’t have them. Let your sales reps know that you care about giving them all the resources they need so they can be the best prepared when the time comes to hit the field.

Emphasize how the product attention to customer’s specific needs.

Your sales reps should understand basic information about how your product helps everyone, but they should understand the benefit of listening to customers to mold individualized pitches that fits what the customers want and need. Emphasize that it’s not just the product they are selling, it’s how the product gives solutions to the customers’ problems that is most important.


These tools should help prepare your sales reps to describe the product, handle customer questions, and make final sales to the best of their ability. However, don’t forget that your belief in the product is more important than anything - you can’t expect others to sell with conviction if you don’t have the passion for the product yourself. Use these tips to build your own assurance in the product before working with sales reps so you can convey conclusive confidence in the product you want them to sell.

About The Author

Stacey Woods
Stacey Woods
Stacey Woods is the Senior Business Development Manager at Pepperi. She has extensive experience in B2B sales and understands the many benefits that can be gained by automating and syncing the different sales channels in a company.