Description

Customers don't care about what your product is - they care about what it does.

In this episode, we explore a fundamental shift in sales thinking: moving from product-based conversations to outcome-focused dialogue.

When you stop pitching features and start communicating results, you change how customers see your value.

You'll learn:

• Why outcome-based selling leads to faster, more confident buying decisions
• The three core types of outcomes that matter to buyers: financial, operational, and strategic
• How to align your entire sales process around the outcomes your customer is aiming for
• A practical way to connect features to results using the "So what?" test
• A simple structure for building outcome-focused stories that resonate

You'll also hear a real-world example of how one company cut costs by focusing on what the customer stood to gain - not just what the product could do.

This episode is about helping you speak your customer's language - linking your offer directly to what they care about most. It's not about exaggeration or hype; it's about being specific, relevant, and useful.

Expect practical guidance and one clear action step you can apply in your next meeting or proposal.

Sales conversations get better when the focus is on outcomes. Listen in—and start making that shift today.

Connect with Fred:

Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling

https://linktr.ee/fredcopestake

Take the  Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://bit.ly/3IaPt3M