As a sales trainer I have had the privilege to meet 100’s of amazing salespeople. Particularly in the Business to Business (B2B) Sales arena, great sales, people don’t sell solutions, they don’t sell products, what they sell in many cases is a better future version of that person’s business or personal life.
That’s what B2B decision makers buy, they buy outcomes, they buy a results, they buy specific contextual next steps or improvements in their life for their business.
Here’s a short video of sales trainer Shane Gibson selling outcomes and results in B2B Sales:
Too often, we focus on the product or a generic benefit and we miss the true hot button for most of our clients – which is a better future.
We won’t know that unless we have some great questions and partner with them to develop contextual solutions and outcomes designed specifically for them.
