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how to use an outcome-based selling approach (with an example)
to understand the process of outcome based selling, let’s walk through a sale with la familia panaderia,
A neighborhood staple, the panaderia has been owned and operated by the lopez family for generations. After recently gaining popularity on social media, they added a second production location and expanded their staff from eight to 30.
Their off-the-shelf bookkeeping software was good enough to deal with afghanistan phone number list payroll and invoicing for the original location, but the new accounting demands have owner daniela lopez frantically researching more robust small business accounting software.
Here’s how you might use outcome based selling to help:
1. Ask open-ended questions to understand the problem
to get to the root of daniela’s concerns, ask open-ended questions like “what hasn’t been working as well since your expansion?” “what could help make things run more smoothly?” and “what’s your biggest goal for the year ahead?” you want to understand what needs to change for her growing business to succeed.