SELLING WITH CONFIDENCE – HOW TOBIAS BECAME AN ADVISOR THROUGH PRODUCT TRAINING

Tobias was new. New to the company, new to field sales – and new to an industry where the products are complex and, quite literally, a matter of life and death: medical technology. What he needed to truly settle into his new role was clear from the start – extensive product training. There was clearly a lot ahead of him. Endless sessions in stuffy training rooms with stale pretzels, perhaps? But maybe it wouldn’t be like that after all? Let’s start from the beginning.

On paper, Tobias ticked all the boxes: sales experience, confidence, and the ability to build strong client relationships. But at his first customer meetings, he felt a sense of uncertainty. What if someone asked a technical question he couldn’t answer? What if a client requested a detailed explanation of something he hadn’t fully grasped himself?

Tobias found himself facing a dilemma familiar to many sales professionals: he wanted to advise, not just sell, but felt like a beginner without the knowledge he needed to do so credibly. After a few field visits, he raised his concerns internally – and was invited to his first product training session. A simple offer, with a powerful impact.

THE FIRST STEP: WHY TOBIAS CHOSE TO START PRODUCT TRAINING

Tobias first became aware of his lack of knowledge when speaking to a doctor. She asked detailed questions about a new ventilator’s parameters – and he faltered. Not because he didn’t recognise the device, but because he couldn’t explain the technical details without digging through his notes. The magic of the conversation had vanished.

Back at the office, he reached out to the training department. Just a few days later, he found himself in a virtual classroom – taking part in modular product training with GLOBAL TEACH®. Not traditional classroom teaching, but self-paced learning rooted in real sales scenarios – like the recent encounter he’d had with the doctor.

CONTENT, FORMATS AND REAL-WORLD RELEVANCE: WHAT DEFINES PRODUCT TRAINING TODAY

Tobias had expected to memorise technical specifications. But he was surprised by the structure of product training and the concept behind it. Sure, there were figures involved — but it was just as much about who the product was for, how it would be used, and the reasoning behind it all.

He clicked through interactive modules, watched short videos, and read case studies by other salespeople. Most importantly, he practised – over and over again. Using realistic case studies and concrete questions – just like the ones that come up in real life.

He didn’t just learn how to describe a product technically; he learned how to present it as a meaningful solution for each user. Tobias came to understand that it was about more than just knowing how the product functioned.

LEARNING THAT MAKES A DIFFERENCE: HOW TOBIAS GAINED CONFIDENCE THROUGH DIGITAL PRODUCT TRAINING

Each new module gave Tobias not only knowledge, but also growing confidence in his field. Through short role plays, he practised sales conversations, worked with fellow sales staff to handle typical customer objections, and experienced how knowledge gradually turned into real skill.

Where he once stumbled over his words, he now spoke with clarity. He asked questions, listened carefully, explained clearly – and gained not only customers, but also confidence.

The following month, Tobias doubled his sales. Not by working overtime or seeing more clients, but by offering solution-focused advice that built trust in him and the products he represented.

FROM KNOWLEDGE TO COMPETENCE: PRODUCT TRAINING AS A PROCESS, NOT A ONE-OFF EVENT

The product training wasn’t a one-off event – the E-LEARNING became a fixed part of Tobias’s working routine. There were weekly updates via short videos, revision quizzes, and regular exchanges with fellow salespeople.

Instead of relying on hefty manuals and endless studying, Tobias received relevant information just when he needed it. A new product update? A five-minute explainer video. New use cases from the clinic? A newsletter containing first-hand insights.

The LMS (Learning Management System) adapted to Tobias’s needs in his new role – and helped him to stay on track.

TEAM ADVANTAGE: HOW PRODUCT TRAINING STRENGTHENS COLLABORATION

It wasn’t long before Tobias was not just learning – he became a source of inspiration.

It all started with a simple post in the internal training forum: “Does anyone have a good answer to why our SB446AJ device responds faster in emergencies than the SB436AK model?”He’d been asked that question three times just last week – and wanted to be better prepared. Within five minutes, the first replies came in. A colleague from southern Germany shared a successful pitch from a hospital, while another from Southern Switzerland uploaded a helpful diagram. Tobias was impressed.

What began as a spontaneous question soon became a habit. He started sharing his own small success stories, highlighting common customer objections, and engaging in discussions with colleagues across the globe about best practices. Thanks to GLOBAL TEACH®, the lone field sales rep had become a connected professional engaged in meaningful peer exchange.

Even the marketing team took notice of him as well. One of his forum contributions – a clear, visual explanation of how a new diagnostic tool works – was later included in the official sales presentation. Tobias realised that his input mattered. Not only in conversations with clients, but also within his own company.

A SYSTEMATIC APPROACH: HOW COMPANIES CAN MAKE PRODUCT TRAINING TRULY EFFECTIVE

What Tobias experienced was no coincidence. The product training followed a concept that is clear and structured:

• Personalised learning goals: Content was weighted and selected based on each individual’s role.

• Diverse formats: A mix of digital learning modules, in-person coaching, and simulations.

• Lasting impact: Strengthened through repetition, practical application, and feedback.

The training adapted to the needs of the learners – not the other way around. Tobias became a shining example of how effective modern learning can be.

CONCLUSION: HOW TOBIAS DEMONSTRATES THE POWER OF PRODUCT TRAINING

Tobias now meets his clients not as a typical salesperson, but as a true advisor. Gone are the days of flicking through product catalogues, because he knows his tools inside out. What makes him convincing? The fact that he’s convinced himself. He understands exactly what he’s selling – and he feels the impact of being truly prepared.

For companies, product training isn’t a tedious obligation. It’s an investment in attitude, expertise and trust – and ultimately in genuine brand impact.

Feeling curious?

With GLOBAL TEACH® by Swissteach, you can create digital, practical and role-specific product training. It transforms product knowledge into real consulting expertise, helping your team not just explain, but truly convince.

Send us a REQUEST now and make GLOBAL TEACH® your go-to solution for impactful, lasting product training.