It's absolutely the quickest, easiest and simplest way to sell.
So why aren't you doing it?
Something I'm constantly doing with my clients is getting them to think about outcomes., and the reason for that is because often, we've got so tied up with our own product or service, that actually it's getting in the way of us being able to sell it.
Fundamentally, we're all selfish, we're just interested in what's in it for us, and this is where outcome selling can really come into its own. We're all interested in the outcome or result that a product or service will offer us. We want to know which problem it's going to solve, how quickly it's going to do that, how easy it's going to make our lives, and how much time and money it's going to save us.
Now, those are really big headline benefits I've just thrown around there., but there are also ones that really, really land, and actually, so often, we don't use them.
We get so tied up in our own product and all the things that are going on with it, or if it's a service, we're so busy saying, "Well, yes I can do all of those things and more... I can do everything in the world!", that we miss the big opportunity.
Are you missing the big opportunity?
So how do you do it?
The first thing is to be really clear on which problem or problems that your product or service solves. This means that you can be ready to listen for those problems, and you can respond with how you are the perfect solution for your prospect. People are interested in saving time, saving money, and making their lives easier. When you come to present your product or service, I would always suggest, lead on the outcome that you're going to offer.
"So from everything you've said, Ms. Prospect, the biggest problem you've got is this. The great thing is that what I can offer you will give you an outcome of that."
This is great, because all of a sudden, you've just said you've got this problem and I can offer you the solution. Now, at that point in time, are they going to keep listening to you? Yes, they are, so that then gives you the opportunity to get more detailed about what exactly it is you do, and how you do it.
Remember to KEEP IT SIMPLE!
I always say to people, if you are going to sit next to your mate in the pub, would you say that to them? If the answer is no, you probably need to simplify your conversation. For example, when you're selling technology, people are interested in the results that it's going to give. People don't always really care on exactly what platform that technology is built, or how many developer hours it's taking, or what's on your product roadmap for the next 23 years? What they really care about is, how straightforward is this gonna be to implement, how much time is it going to save me? How quickly can it be done? And when can I start raking in the money that I'm going to save from not having to spend so much time on doing this task? So why not just focus on that?
The simpler you can make it, the easier it is for people to make a decision. When people are bogged down with detail, we get a bit overloaded, and we start to think, Oh goodness, there's a lot going on here. Whereas we can make it really simple. We can make a quick decision.
Are you giving your customers too much information?
If I was doing this for myself, I would say...
"I'm Victoria, and I work with businesses to build repeatable, scalable sales success."
What you can see there is I haven't really talked about what I do or how I do it. What I've talked about is the result. The result is repeatable, scalable sales success. And actually, that's what people want. How I get there, is a secondary question. Simplification is the secret source of sales. And if you can simplify right down to those headline outcomes and those headline benefits, you're going to find getting a decision from your prospect so much easier.
Are you having problems with that? I come across that all the time, and I'd love to know. So if you think you've got a product or services that's too complicated to explain in less than a minute, then probably you need to do some work on that. I'd love to help. So let me know all about the outcome you're offering, and present it in the comments.