How can you address common software product objections with product knowledge?

1 Sources of product knowledge

Gaining product knowledge is a process that requires ongoing learning and updating, especially in the dynamic software industry. To stay informed, you can draw on several sources, such as product documentation, demos, feedback, updates, and training. Product documentation includes user manuals, FAQs, tutorials, and videos that explain how the product works and what benefits it offers. Product demos let you experience the product yourself or watch a live or recorded demonstration of its features. Product feedback can be found in customer reviews, testimonials, case studies, and surveys that reveal how the product performs in real-world situations. Staying on top of product updates is important for understanding new features, enhancements, bug fixes, and integrations. Finally, attending webinars, workshops, courses, and other forms of training can provide in-depth knowledge on how to use the product.

2 Methods of product knowledge

Product knowledge is not only about what you know, but also how you use it. To maximize the effectiveness of your product knowledge, you should consider product storytelling, which involves crafting a compelling story to showcase how the product helps customers. Additionally, product differentiation should be employed to highlight the unique features and benefits of the product compared to competitors or alternatives. Similarly, product customization involves tailoring the product to fit customers' needs and preferences. Finally, providing evidence and data that support your product claims, such as statistics, facts, figures, testimonials, case studies, and demonstrations is an important part of product proof.

4 Feature objection

When customers raise a software product objection due to the features, you can use product storytelling to show how the product can help them achieve their desired outcomes and how the features are aligned with their needs and pain points. Additionally, you can use product differentiation to highlight how the product has unique or superior features that competitors or alternatives do not have, and how they can give your customer a competitive edge or a better experience. Lastly, you can use product customization to demonstrate how the product can be configured and customized to match your customer's preferences and expectations, as well as offer add-ons, integrations, or upgrades to enhance the product functionality.

5 Compatibility objection

A third common software product objection is compatibility. Customers may think that the product is not compatible with their existing systems, processes, or workflows. To address this objection with product knowledge, you can use product storytelling to demonstrate how the product can integrate into their current environment and improve their efficiency, productivity, or collaboration. Additionally, you can use product differentiation to highlight the superior compatibility and interoperability of your product compared to competitors or alternatives, as well as how it can avoid the issues and challenges of using incompatible products. Finally, product customization allows you to show how the product can be adapted and modified to meet your customer's specific requirements and standards, and offer support, guidance, or assistance to ensure a smooth transition and implementation.

6 Security objection

A fourth common software product objection is security. Customers may think that the product is not secure, reliable, or compliant. To address this objection with product knowledge, you can use product storytelling to demonstrate how the product can protect data, privacy, and reputation and mitigate risks and threats of cyberattacks, breaches, or losses. Additionally, you can use product differentiation to display the superior security and reliability of your product compared to competitors and how it meets or exceeds industry standards and regulations. Lastly, you can use product customization to show how the product can be customized and configured to meet your customer's specific security and compliance needs and expectations while offering warranties, guarantees, or assurances to ensure your customer's peace of mind.