Objective Based Selling is a dynamic framework that evolves with your market and buyers, enabling you to sell more – to more people.
Changing the narrative we use to engage buyers – leads to a different engagement, and different results.
Starting with an actionable definition of Value, one you can read below,
Teams build a narrative that resonates with more market players, not just a select few.
Most programs are built to capture a small segment of the market, those with self identified needs, or a set of “pain points”, where your “solution” may be the answer.
Unfortunately, this is only about a third of the market, the same third most sellers are competing for, while ignoring the 2/3’s who don’t perceive or acknowledge a need or pain.
What this large group does have Objective, Almost all businesses and business people have Objectives!
When you build your narrative around those Objectives, and establish your ability to help them achieve not just the Objective - - - but the business impacts they seek, you expand your base and success.
Remember – No One Ever Budgets For Pain – but they all budget for Objectives – Why not sell to that.
Objective Based Selling allows you to build your sales conversations on Objectives - - - not pain. Drive sales conversations built on Impacts businesses are looking to achieve, not pain they are trying to avoid.
With tools like the 360 Degree Deal View, you will be able to understand which Objectives companies and stakeholders will engage around, And how to best initiate engagement, and drive the engagement to desired results for all.
Once you view your market through the filter of Objectives rather than the limitation of Pain, you will be in a position to engage with and lead the conversation right through the cycle, from prospecting, to Discovery, commitment, retention and growing your client base and individual accounts.
There are more details below,
You can grab a copy of the 360 Degree Deal View Here
And - - feel free to call me if you want some input as to how to maximize it for your sales.
Explore how it delivers success in Prospecting, and Drives the Objective Based DiscoveryThe easiest way to get started is to click on the calendar link below and book an introductory call.