No salesperson likes to say “I don’t know” when answering a customer’s question. While an occasional question may stump you, an internal product catalog is a great way to train your team and teach them the ins and outs of the products and services you sell. A well-produced internal catalog will help reduce those “I don’t know” moments and ensure your salespeople are knowledgeable enough to represent your products and services effectively. Here are a few tips for creating just such a catalog:

• There is no such thing as “too much information.” Gathering product information that covers anything and everything you can think of and having it readily available at your sales team’s fingertips will save a lot of time, hassle, and frustration should questions arise later.
• In addition to detailed specs, pricing configurations, and other sales team info, be sure to insert copies of finalized marketing slicks that your customers may have in front of them, so your sales team can refer to those items as needed.
• Consider using a three-ring binder, so pages can be easily organized, updated, and replaced.
• Conveniently organize sections with labeled tab dividers for easy access.
• Avoid page numbering if you plan to replace/update pages, since the removal/addition of pages can affect page numbering throughout your entire catalog.
• If necessary, date the updated documents in the lower corner of the page, so you know their relevance.

Remember, the more knowledgeable your team is, the more satisfied your customers will be.