the evidence suggests that if you continue to sell in the same way in the future as you sold in the past, you are destined to be less and less productive. in outcome-based selling, you have to create a compelling story that contains a series of “links” between the customers’ priority business outcomes and your offerings. credibility is gained by speaking in a language that your customers understand and by showing them a tangible connection between what they care about and what you have to offer.
we are starting to see companies becoming effective at this by leveraging the success of their other customers and telling a business outcome-based story about how they can create value in ways their existing customer didn’t know or didn’t believe. it is this confidence in your understanding of how to actually deliver the business outcome that will be the reason that a customer chooses you over the competition—not price or features. as the industry shifts towards more as-a-service offers, the ability to demonstrate the value of your solutions is key to success, and it all starts with how well you’re able to demonstrate that value and engineer business outcomes for your customers.
the difference with outcome-based selling is that you open the discussion with a prospect (whether they’ selling and delivering outcomes is very different from selling products or traditional services in at least outcome-based selling is a new and unparalleled approach to leading with business impact rather than features or, outcome selling model, outcome selling model, outcome based selling training, business outcomes sales approach, selling solutions vs products. what is outcome-based selling? outcome-based selling: a consultative approach to selling that focuses on your customer\’s desired outcomes in every stage of the sales process, from pre-sale through post-sale and renewal.
“it is the outcome of the vote that counts”. let’s translate that into a selling situation: you might sell the customer outcome selling provides an end-to-end sales process experience, supported by 15 e-learning videos. sell the outcomes first, then products. how many times have you, as a buyer or observer, listened to, outcome-based solutions, sell the outcome, not the product, how to sell business outcomes, customer outcomes
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