Customers buy Outcomes – Podcast

3 Ways to focus your selling process on Outcomes

As salespeople, one of our greatest fears is to appear pushy or annoying to our customers. 

Prior to sales training workshops, I spend a lot of time interviewing the salespeople that will attend.  After many years of doing this, one problem seems to come through in every company I work with.  The salesperson struggles with how hard to push for a sale and when to back away.  Their solution is to inform customers about their products and then let the customer make the decision.  Most err too far on the go easy-back off strategy.

The problem with this strategy is that it doesn’t give the salesperson the results they want. 

Listen in as we go over three thoughts to consider:

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