Tag Archives: increase sales

Hurt & Rescue: Creating Alignment to Increase Sales – Part 3

Train your Salespeople to Align with Your Prospects When you buy something, you often first make the decision to buy on a visceral level. Your salespeople can help the buyer achieve this emotional connection to your offering. How? Use the old adage: Hurt and rescue. The more a prospect hurts, the more eager he is for […]

Hurt & Rescue: Creating Alignment to Increase Sales – Part 2

Is Your Marketing Material Feature-Focused or Benefits-Focused? The first part of this series showed you how to categorize your sales people. Now you will learn how to categorize your products in order to learn which type of strategy is best for creating alignment within your organization. Your salespeople probably use marketing materials to help shape […]

Hurt & Rescue: Creating Alignment to Increase Sales – Part 1

What Type of Salespeople Does Your Organization Have? Which of the following people loves you the most: your spouse, your parent, or a partner? The next time you see that person, tell him or her, “You need to do this. You also need to do that. And finally, you need to do this third thing.” To […]