Creating Value Through The Sales Force Neil Rac... -

In his book , Neil Rackham argues that a modern sales force must move beyond simply communicating value (acting as "talking brochures") and instead focus on creating value for the customer.

This will help in providing more tailored advice for your specific sales strategy. RETHINKING THE SALES FORCE - Knowledge Capital Creating Value through the Sales Force Neil Rac...

: Helping customers arrive at new or better solutions to their problems than they would have discovered on their own. In his book , Neil Rackham argues that

: Instead of pitching, successful reps use a sequence of Situation, Problem, Implication, and Need-payoff questions to help buyers discover the full magnitude of their problems. : Instead of pitching, successful reps use a

: By focusing on "Implication" questions, salespeople make the customer's pain points feel urgent, which builds the perceived value of a solution before it is even discussed.

: Helping customers understand their problems, issues, and opportunities in a new or different way.