Comments on: Manage Outcomes: The Ability to Achieve Results http://thesalesblog.com/2010/02/manage-outcomes-the-ability-to-achieve-results/ The Sales Blog Tue, 07 Feb 2012 23:02:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: SalesJournal.com » The Only Four Things That You Sell http://thesalesblog.com/2010/02/manage-outcomes-the-ability-to-achieve-results/comment-page-1/#comment-8338 SalesJournal.com » The Only Four Things That You Sell Mon, 28 Nov 2011 15:47:07 +0000 http://thesalesblog.com/?p=2690#comment-8338 [...] You sell the outcomes that make your shared vision of the future a reality. [...] [...] You sell the outcomes that make your shared vision of the future a reality. [...]

]]> By: virtual sales person http://thesalesblog.com/2010/02/manage-outcomes-the-ability-to-achieve-results/comment-page-1/#comment-3948 virtual sales person Mon, 01 Nov 2010 18:19:32 +0000 http://thesalesblog.com/?p=2690#comment-3948 Outcome is the final stage. Until you reach it you have a lot to do. As a <a href="http://www.businessbreakthroughs.com/virtual-sales-team.php" rel="nofollow">virtual sales person</a> I prospect and contact a lot of people and outcome is not always what I expect. Outcome is the final stage. Until you reach it you have a lot to do. As a virtual sales person I prospect and contact a lot of people and outcome is not always what I expect.

]]> By: Sales Force Training http://thesalesblog.com/2010/02/manage-outcomes-the-ability-to-achieve-results/comment-page-1/#comment-2939 Sales Force Training Mon, 26 Jul 2010 17:18:36 +0000 http://thesalesblog.com/?p=2690#comment-2939 No sales call should ever be made without a Commitment Objective. A Commitment Objective is a goal we set for ourselves to gain agreement from the customer that moves the sales process forward. If you do not have a Commitment Objective firmly planted in your mind, you will wind up being one of those 62% that don't Ask for Commitment. You may have any number of legitimate goals for a client call, such as exploring the customer's needs or finding out who the real decision-makers are in a prospect's company. But your Commitment Objective must be something you want the customer to agree to do. The Commitment Objective is not always to "get an order." Sometimes you may want a commitment to attend a demonstration, to schedule another meeting with all decision-makers present, to grant you primary-supplier status, etc. But the commitment must be for something that will move the sales process forward and bring you closer to the ultimate goal. You must not only plan to gain such a commitment, you must ask for it - in every call you make. No sales call should ever be made without a Commitment Objective. A Commitment Objective is a goal we set for ourselves to gain agreement from the customer that moves the sales process forward.

If you do not have a Commitment Objective firmly planted in your mind, you will wind up being one of those 62% that don’t Ask for Commitment.

You may have any number of legitimate goals for a client call, such as exploring the customer’s needs or finding out who the real decision-makers are in a prospect’s company. But your Commitment Objective must be something you want the customer to agree to do. The Commitment Objective is not always to “get an order.” Sometimes you may want a commitment to attend a demonstration, to schedule another meeting with all decision-makers present, to grant you primary-supplier status, etc. But the commitment must be for something that will move the sales process forward and bring you closer to the ultimate goal. You must not only plan to gain such a commitment, you must ask for it – in every call you make.

]]> By: Does Being a Trusted Advisor Mean That You Don’t Sell? http://thesalesblog.com/2010/02/manage-outcomes-the-ability-to-achieve-results/comment-page-1/#comment-1451 Does Being a Trusted Advisor Mean That You Don’t Sell? Thu, 18 Mar 2010 17:27:39 +0000 http://thesalesblog.com/?p=2690#comment-1451 [...] a trusted advisor means that you act to ensure your client achieves the outcomes that you have represented; it means that you manage the outcomes for your [...] [...] a trusted advisor means that you act to ensure your client achieves the outcomes that you have represented; it means that you manage the outcomes for your [...]

]]> By: 4 Ways Salespeople Can Better Manage Outcomes and Achieve Results for Their Clients http://thesalesblog.com/2010/02/manage-outcomes-the-ability-to-achieve-results/comment-page-1/#comment-1320 4 Ways Salespeople Can Better Manage Outcomes and Achieve Results for Their Clients Fri, 12 Mar 2010 12:25:43 +0000 http://thesalesblog.com/?p=2690#comment-1320 [...] first way to improve your ability to achieve outcomes and real results for your clients is to abandon the old ways of thinking about sales. Sales has [...] [...] first way to improve your ability to achieve outcomes and real results for your clients is to abandon the old ways of thinking about sales. Sales has [...]

]]> By: Four Themes from The Conference Board's Senior Sales Executive Conference http://thesalesblog.com/2010/02/manage-outcomes-the-ability-to-achieve-results/comment-page-1/#comment-1081 Four Themes from The Conference Board's Senior Sales Executive Conference Wed, 24 Feb 2010 01:44:28 +0000 http://thesalesblog.com/?p=2690#comment-1081 [...] to navigate, and now requirs selling business results (a theme long-time readers will recognize here and [...] [...] to navigate, and now requirs selling business results (a theme long-time readers will recognize here and [...]

]]> By: uberVU - social comments http://thesalesblog.com/2010/02/manage-outcomes-the-ability-to-achieve-results/comment-page-1/#comment-999 uberVU - social comments Tue, 16 Feb 2010 13:36:31 +0000 http://thesalesblog.com/?p=2690#comment-999 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by iannarino: Do you sell outcomes? Results? The key to #b2b #sales is The Ability to Achieve Results http://bit.ly/bqzBgG #salestip... Social comments and analytics for this post…

This post was mentioned on Twitter by iannarino: Do you sell outcomes? Results? The key to #b2b #sales is The Ability to Achieve Results http://bit.ly/bqzBgG #salestip…

]]> By: BizSugar.com http://thesalesblog.com/2010/02/manage-outcomes-the-ability-to-achieve-results/comment-page-1/#comment-995 BizSugar.com Tue, 16 Feb 2010 12:22:17 +0000 http://thesalesblog.com/?p=2690#comment-995 <strong>Success in Sales is Managing Outcomes: The Ability to Achieve Results...</strong> Salespeople don’t sell product or services; they sell outcomes. Successful salespeople manage these outcomes for their clients and their companies, ensuring that they achieve the results and the outcome that they sold.... Success in Sales is Managing Outcomes: The Ability to Achieve Results…

Salespeople don’t sell product or services; they sell outcomes. Successful salespeople manage these outcomes for their clients and their companies, ensuring that they achieve the results and the outcome that they sold….

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