Sell the Outcome not the Process
How often have you tried to figure out what a company can do for you? They might list a series of product features and the benefits they can provide, but do they really explain the real outcome for you when you buy from, or engage with, that company?
In this edition of the Vantage Performance Podcast Michael Fingland explains to Phil Dobbie the importance of selling the outcome – the elevator pitch that creates the emotional response that drives the prospect to seek out more about the services you offer.
Listen to the podcast for more on how to arrive at the description of your company’s outcome, plus an example of how it has changed the pitch approach at Vantage Performance.