The Only Sales Guide You'll Ever Need by Anthony Iannarino

Author:Anthony Iannarino [Iannarino, Anthony]
Language: eng
Format: epub
Publisher: Penguin Publishing Group
Published: 2016-09-19T13:15:45+00:00

HOW TO BE ACCOUNTABLE FOR RESULTS

Taking accountability for superior outcomes transforms you, in your client’s eyes, from a mere salesperson to a value-creating, trusted adviser. By following four steps and owning your outcomes, you can become a strategic partner and a key part of your client’s team.

1. Move from Products and Solutions to Outcomes.

Understand that you no longer sell products or solutions. You sell outcomes in the form of performance acceleration and improved business outcomes. It is not difficult to understand this shift; what is difficult is taking responsibility and acting accordingly.

Instead of confirming that your product was delivered on time and the solution is working as expected, verify that the client has achieved the result you promised and that the solution produced the desired result—greater profitability, lower cost, greater competitiveness, or other outcomes.

Look at the deals you are working on now. What are you really selling? What are your customers really buying? After you make the sale, how will their businesses be transformed? Exactly which business outcomes trigger the transformation? How do you ensure that this happens?

These questions are not easy to answer. Ensuring that the outcomes you sold are achieved is difficult and requires all of the elements we have studied up to this point.

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