That is the mistakethat 92% of the companies in the world today spend their time doing, product training.Companies teach their reps how to demonstrate a product or service,not how to sell a product or service. 

Sure, it's great to know all the ins and outs of your product, but if you don't know how to sell your product, what good is that product knowledge?Companies go to great depths to teach their reps all about the details of a product.Details that 99% of the time their customers don’t even care about.
Here is an example for you. The product we are going to use in this case does not matter, but let's say you are selling a baseball to a parent, or someone who wants to start a local baseball team.

Manyreps,with all of their product knowledge, will say, “This baseball is great! The cowhide material covering the baseball is very strong.The cork and rubber composition in the center of the baseball is the best in the industry. The wool and polycotton string used to hold the baseball together is the strongest in the world.
Your customer does not care about all ofthe elements of this baseball.