Agents sell better with the right tools

Commission only agents are experienced salespeople, but they are not mind readers. They need clear, professional materials that explain your product, demonstrate its value, and address common objections.

The businesses that provide great collateral get better results from their agents. It is one of the highest ROI investments you can make.

The essential collateral kit

1. Product one pager

A single page PDF that covers what your product does, who it is for, the key benefits (not features), pricing, and how to get started. This is what agents send to prospects after an initial conversation.

Keep it visual, concise, and focused on outcomes. Avoid jargon. Write it for the customer, not for your internal team.

2. Case studies

Three to five case studies from real customers showing the problem they had, the solution your product provided, and the measurable results. Include specific numbers wherever possible.

Case studies are the most powerful sales tool available. Prospects trust the experience of peers far more than marketing claims.

3. Demo video

A five to seven minute video showing your product in action. Walk through the key features from the customer's perspective. Show how it solves the problems your case studies describe.

Agents can send this to prospects before or after a sales conversation. It saves them from having to become product experts and ensures a consistent message.

4. Objection handling guide

List the 10 most common objections prospects raise and provide clear, honest responses for each. Common objections include price concerns, switching costs, implementation time, and "we already have a solution."

This document is for the agent, not the customer. It prepares them for the conversations they will have.

5. Pricing guide

A clear document showing your pricing structure, any volume discounts, and the commission the agent earns on each deal type. Remove ambiguity so agents can quote confidently.

Distribution

Make all materials available in one place. If you are using Zepys, attach them to your product listing so agents can access everything immediately. If not, use a shared folder or a simple partner portal.

Update regularly

Review your collateral quarterly. Update case studies with fresh examples. Revise the objection guide based on agent feedback. Keep the demo video current with your latest product version.

The bottom line

Good sales collateral is the difference between agents who sell actively and agents who give up after a few attempts. Invest the time to create a solid kit and keep it current. Your agents will reward you with results.