Most integrators and IT companies haven’t transitioned to an outcome-based selling model yet. This is your chance to stand out and increase your win rate at the same time.
Has anyone ever told you that your sales team shouldn’t be “selling” technology? It might sound bizarre, but it’s true.
Your company’s job isn’t to sell, design, and install technology—it’s to help your clients meet their goals and stay competitive. In fact, kicking off a sales conversation by discussing technology typically leads to long, uphill battles that you may or may not win. After all, technology only provides value when it can do things like create efficiency, streamline processes, reduce costs, or support collaboration.
Instead of sellers, you should think of your salespeople as coaches, consultants, mentors, problem-solvers, and advisors who can help their customers understand what it will take to meet their own targets and KPIs. This approach is called outcome-based selling.
It’s Time to Empower Your Sales Team
When you realize the power and potential your salespeople hold and the impact they can make, you quickly realize that proper training is vital if you expect them to be successful with outcome-based selling. It’s a relatively new concept, and it’s vastly different from the traditional practices of pitching products or services.
You invest in education for your project managers, installers, engineers, and technicians—so why not your sales team? The skills they need to do their jobs properly are just as valuable to your company as the skills needed by your highly technical employees.
Through training, you can empower your sales team to:
· Overcome objectives that stand in their way
· Identify the right kinds of customers—and how to talk to them
· Position offerings in the right way and at the right time to boost win rates
· Lead discussions focused on outcomes and ROI, not price
· Close deals quickly and efficiently
Outcome-Based Selling: The Holy Grail of Sales
Our background is in IT and systems integration, we work with many companies of different sizes, and we have access to industry data about high-performing revenue teams. As a result, we can confidently tell you this: Most integrators and IT companies haven’t transitioned to an outcome-based selling model yet.
In an increasingly commoditized environment where most sales teams lead their customer conversations with technology and still sell based on price, you can use outcome-based selling to set your company apart.
It allows you to focus on buyers as people so you can understand their pain points, their problems, and the effects of these problems on them, their company, and their own clients.
An important component of outcome-based selling involves asking the right questions at the right times. This not only helps uncover what your client wants, but also helps your clients think about what they truly want to achieve. For example, if they tell you they need a projector, two screens, and a sound bar, take a step back and ask them what they’re trying to achieve.
They might be right about needing a project, two screens, and a sound bar to accomplish their goal, but they may also be wrong. Their information might be incorrect or incomplete, or they may not realize what all their options are. No matter what is true, you can bring additional value to the conversation by telling them something they didn’t know before they spoke to you. This saves everyone lots of money, time, and frustration by getting the right solutions in place from the start.
To help with question-asking, we created a simple, customer-focused interviewing process called “FIND,” which helps sales professionals ask the right questions in four critical areas. It’s just one part of our REVUP Achiever Outcome-Based Sales Certification.
REVUP Achiever Training: Help Your Sales Team Build the Right Skills
We created a 12-month certification program that helps your salespeople transition away from traditional sales methods and learn a new sales strategy that gets results using outcome-based selling.
Finally, there’s a program tailored to the unique needs of technology sales professionals.
This data-driven education is designed specifically for the AV, IT, physical security, and copier industries. To take this training to the next level, we use real company results to fine-tune the program over time.
Instead of pushing products or asking clients what they need, your sales team will learn how to use an outcome-based selling strategy to help clients achieve a specific business goal, whether it involves increasing their market share in a crowded market, maintaining uptime, or finding and developing good people.
This is elevated education focused on reinforcement and behavior change so that your salespeople remember what they learn. The program is part sales training, part sales management: We train your sales team and act as their personal coaches, helping them manage and respond to the experiences they encounter in their day-to-day work.
The REVUP Achiever training program is a low-cost investment that offers an incredibly high ROI, with returns of up to 275% or more.
Remember: Your customers can buy products anywhere—but they can’t gain access to the knowledge and value your team provides. That’s what makes you different.
The next program begins in October 2023.