Tuesday Learning Lab: "Outcome Selling, Not Product Selling"

How to get the "big picture “by focusing on overall client outcomes rather than individual product (commodity or transactional) sales.

The session will focus on these disciplines:

• Probing to Determine Your Customer's Needs
• Asking the Right Questions
• Offering a Campaign or Continuity Program to Deliver the Outcome 
• Building a Program or Campaign 
• Price, Bidding & Competition 
• Billing for Your Time 
• Protecting Your Ideas 
• Why discover more about Customer Needs? 
• Why understand the concept of Outcome Selling vs. Product Selling? 
• Understand the Outcome = Understand the Campaign 
• Talk to the “economic buyer” or decision maker