Don’t force your salespeople to rely on marketing materials to understand the sales points of their products or services. Brochures are designed to be read by people who know their own problems and can make the leap from feature and benefit to how the product or service will help them. Salespeople do not live with these problems but can be taught about them. Try this: · Break down the features of your products or services and discuss the problems each feature is designed to solve. Most products and services were developed because of problems in the marketplace that were identified and solved. · Now, help salespeople create a.
