Let me ask you a question. If a customer asked you where they could get a product you didn’t sell do you think you should do it? If you answered no then you need to go to selling school for your dunce-cap, if you answered yes then you may just have what it takes to be a sales person.
The pitfall of knowing too little as a sales person can present itself for many opportunities for losing customers. Customers ask often sales people questions because these customers consider you a knowledgeable person. Trust me when I tell you that is one thing as a sales pro you should practice being; knowledgeable. Why? Because as a sales rep you come across many people in many different businesses, all of which offer products and services individuals and businesses use on an ongoing basis or even one time, but they do use them. Now imagine if you were able to drive business toward one of your customers, you would be providing a lead for that other customer; hope you’re following me here. In plain English, you would be the connecting point between two customers. Why is this a good thing for you? Simple, if customers see that you can provide them with resources or customers / Business when they need it or you can then you will become more than just another sales rep they have to deal with. Some may consider you slick, but in this aspect it is a very good thing. A very good thing! If you can invest your mind in a wealth of informative resourceful information you wont just be a valuable asset to your company or yourself, but to every business you come into contact with and this alone will do wonders for your reputation. These customers may become your lifelong clients because of that wealth of knowledge in that head of yours, which is exactly what you want. As a sales person you want to develop customer / client loyalty in some form or fashion. Having what a client needs is the exact way to do that, even if a customer moves on because of pricing or servicing reasons they will stay in contact one way or another, which is definitely good for business.