Are adverse selling tactics holding you back? You are not alone.

The leaning of the founder or leader lets harmful selling tactics take hold. Is what you do and how you do it the leading message for a prospect? A game plan placing the solution above the outcomes blocks a sale. Only when buyers hear about their payoff will the deal be started.  

Using points of view like these tells you this problem exists.

• The market is eager for this solution! 

• Our idea is unique, and the product is game-changing.

• We only use new thinking and leading-edge technology. 

When a founder thinks like a prospect, they will break from solution selling. A buyer urgently needs to get a valuable result to achieve a goal. Their secondary question is how it happens. Each prospect holds an internal thought: 

• A new outcome seems possible.

• Reaching this result will help us.

• Do I believe this founder?

• How is this done? 

How the solution works are their lower concern. Adjust your messages to match their thoughts. 

A sales call following the outcomes-based view has faster decisions. As a result, more commitments are made to you, backed by their solid motivation. Now, your customers change for the better, and so must you. 

Are you pondering the thinking behind this post? Engage with your point of view at converse@marketenabledsales.com.