If you’re in the business of selling change, selling the value of your solution - although important - isn’t enough. You also need to persuade your customers of the cost and consequences of sticking with the status quo. And to stand any chance of retaining their business you then need to deliver the outcomes they are expecting. In today’s climate, your potential customers will only implement new approaches when they see them as being strategically relevant, tactically urgent and likely to deliver rapid time-to-value. They will only change their behaviour if they believe that will it will enable them to achieve better future outcomes. To succeed in this environment, your salespeople need to help their customers to answer three critical questions: - Why do they need to change (rather than stick with the status quo)? - Why do they need to choose you (rather than any other option)? - Why do the need to act now (rather than later)? Outcome-Centric Selling extends the familiar concepts of solution- and value-based selling to embrace the customer’s desired outcomes, and how you are going to enable them to achieve them. It recognises that the customer’s decision journey isn’t over until and unless they address the issues that caused them to search for solutions in the first place. To find out more: https://www.inflexion-point.com/book-a-call #b2bsales #outcomecentricselling #scaleups #valueselling #saleseffectiveness #salesenablement