outcome Archives

Sell the outcomes first, then products

How many times have you, as a buyer or observer, listened to sales reps lead with product capabilities, emphasizing the strength of their company and the greatness of their offering. Yes, it’s exhausting. And it’s really a turn off. It’s the type of meeting that results in a response like: "You’ve given us a lot to consider, thanks. We’ll be in touch once we’ve had time to think about it."