Focus on the Outcomes, Not the Deliverables: What’s In It For Them? - Ep. 25

Flourish and Grow to CEO

Why should people buy what you sell? We know you have an amazing product and everyone should be able to see it, but people don’t buy just for the product, they do it because of the outcome.

Engaging emotionally with your customer by showing them the transformation or the outcome they will get from buying your product is what really sells. This is why, in this episode, Pam and Jane explain how to differentiate deliverables from outcomes to use the latter to sell.

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Today we discuss:

• [01:28] The importance of focusing on deliverables.
• [02:31] What is a deliverable and how are they different from benefits.
• [06:38] Why do people buy what they buy? Keeping outcome in mind when selling
• [16:20] How to succeed at a sales conversation. Getting the right client to your product.
• [21:27] How to identify the benefits of your product.

Resources mentioned in this episode:

In this episode, we highlighted the importance of getting to know your client and their needs. If you still don’t know where to start or you would just like to refresh and expand your audience, we have created a very easy-to-follow workbook to help you better outline your client.

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Your client avatar is one of the many decisions you have to make when you are taking the role of CEO. Do you think like a CEO?

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Thank you for listening to this episode of Flourish+Grow to CEO! We hope it has helped you think about the many benefits of your product and put them to service to all of your clients out there.

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