Close more sales by enabling outcomes vs. offering products!

The reason a client buys can be puzzling. Results or things? I remember one executive meeting about a serious sales problem with a product. The manager responsible covered new steps adding selling options, saying this team was first to do this. 'I'm not interested in being first,' the Executive said at once. I am worried about the results. 'I want to get off the bottom'.

Many Founders think their solution’s unique capabilities pull a client into a sale. So, the sales strategy is one of description and education. Then the sale stalls and there is more education because the client may not fully appreciate the product. The forever sale happens -- educate, ask questions, educate again. The Founder is teaching, not motivating. Nothing changes without motivation.

Outcomes matter more than features and capability. Results are the source of motivation.

Founders' leading with outcomes get a different reception. They spark curiosity when what was impossible is now possible. 'I'm listening.' Tell me more about this. Better consequences come into view. Founders hear things like, 'worthwhile,' 'necessary,' 'What do we need to do to make this happen?' A decision is coming. The client needs to know how your result is possible. 'Please, discuss the features and capabilities that enable the result.'

Getting new results feels good and helps a company. Emotions are the hidden driver behind decisions. Making a company better is how founders help executives look their best. Everyone feels good doing it.

I’d love to hear what is on your mind; please share at converse@marketenabledsales.com