Sell the Outcome

The inimitable Mark Hunter is my guest today on the show to discuss why sales reps spend so much time talking about themselves and their products instead of their prospects and their problems.

Here are a few of the things we get into:

• Companies set the wrong tone right away with product-oriented training.

• How do you even know what to sell if you don’t understand your prospect’s needs?

• What is the need the customer has?

• What is the outcome that you can create?

• Go from product peddler to problem solver.

• It’s your job to help your prospect rethink how to solve their problem, not just buy your solution.

• And so much more…

Never before has a sales podcast focused so much on coyotes and road runners! 

Mark is a sales speaker, consultant, and the author of several best-selling books on sales. You can learn more about him at https://thesaleshunter.com/.

Download the 8 Reasons Your Team Isn’t Creating More Opportunities white paper at https://jeffbajorek.com/8reasons

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