Outcome Based Selling
Outcome Based Selling is an approach designed to identify, and then incorporate a prospect's needs, dreams and fears into a solution that benefits both the buyer and seller.
This philosophy employs a question-centered selling approach to uncover a buyer's key motivation to make a positive and productive change in their current situation by utilizing the product being sold. Outcome Based Selling employs strategies designed to build rapport, and ultimately empower the buyer with the ability to make good decisions about their own, their family's, or their company's future.
Outcome Based Selling focuses on positive techniques, and succeeds by positioning the product being sold as a means to a buyer's particular (and/or personal) end, rather than as an end in itself.