Hurt and Rescue: Creating Alignment with Prospects to Increase Sales

By Philippe Lavie

Ever tried to tell your spouse or partner what they need to do for you in this kind of a way: You need to do this for me… and you need to do that for me… and you need to do this third thing for me…
This enhanced with you pointing your finger as you tell. How long do you think it will take before (s)he tells you what you can do with your need request? The fascinating thing for me as a sales enabler and optimizer for private and public companies is that this is still one of the most common behavior and conversation (tell-versation would be a better term) happening today between a seller and a buyer.
Is there a different way to have a true conversation between these two parties that would facilitate real value exchange and that increases sales for your organization? Download this WP for more insights.