Who Determines a Product’s Sales Potential?

The product, the price, the market? Or the salesperson who can communicate the product’s value to the customer in the right way?

Many factors determine a product’s sales potential. Design, price, target market, and the right sales channel are among the most important. However, especially for high-value products such as premium outdoor furniture, the way the sales team presents the product can also have a direct impact on the outcome.

Anıl Bahtiyar, Business Development & Sales Specialist at Aida Swings, observes this every day while managing online sales channels and speaking directly with customers:

“Knowing the product is one thing; knowing which feature can become a reason to buy for which customer is another.”

Product Knowledge or Sales Knowledge?

Knowing the dimensions, materials, seating capacity, or functions of a garden swing is product knowledge.

Sales knowledge is understanding which of those features the customer needs — and why.

For example, when a customer asks whether a swing converts into a bed, they may not simply be asking about a technical feature. They may want to create both a seating and relaxation area in their garden, use it with their family, or get multiple functions from a single product.

Good selling begins precisely at the point where we recognize that need.

Same Product. Different Salesperson. Different Result.

Especially in online furniture sales, it is critical for customers to understand a product’s value without physically seeing it. The right visuals, product information, customer communication, and sales support can significantly influence the sales potential of a premium product across digital channels.

This approach matters not only for end consumers, but also for dealers, retailers, and B2B furniture buyers.

Because adding the right product to a portfolio is only part of the equation. The sales team’s ability to communicate that product’s value to the customer is also an important part of retail performance.

That is why, at Aida, the question is not simply:

“Can this product sell?”

The real question is:

“How much of this product’s true sales potential can we unlock?”

Because good selling is not about saying more about the product; it is about showing the right value to the right customer.

 

Mr.Anıl BAHTİYAR

Business Development & Sales Specialist (Industrial Engineer)

Aida Swings | Pemode Furniture