Talking Brochure Salespeople

Of all of the industry's over the last few hundred years Sales has been the one that has changed the least. What is interesting is that there has been many opinions on what works and very little data.

Professor Neil Rackham conducted a massive research project of over 35,000 sales call in 12 countries over a 10 year period and found some very interesting data.

What was conclusive is that converting features to benefits is getting less and less effective. This means that Salespeople can no longer afford to be a talking brochure. With information so accessible and over 30 Billion questions getting answered on google every month sales people need to move from being a value communicator to value creators.

It is more important than ever to address this with your sales people. So what value are your salespeople creating for your clients and would your clients be prepared to write a check for their sales call.