If you work in sales, you've likely had this happen to you at least once: you meet with a potential new client, you think your presentation was great, and yet you still fail to make the sale.
At Tero, we've developed a model called Outcome-Driven Selling, with the goal of helping you close as many deals as possible. Every interaction you have with customer-calls, emails, meetings, website visits, purchases and more-has an outcome. So you should approach every interaction with the goal of meeting both your, and your customers', needs.
And that doesn't mean simply finding the best price, or even delivering the best product or service. People also want to build trust, to be respected, and to feel valued.
This month's eZine is all about our Outcome-Driven Selling approach. Our Development Challenge will help you put yourself in your customers' shoes by mapping every outcome you have with them. We've also compiled a variety of online resources, which will help you build mutually beneficial relationships with your customers by asking the right questions, giving great presentations, and meeting their biggest needs.
Our feature article comes from Tero's Vice President of Client Relations, Ann Block. In it, she discusses the lessons she's learned about relating to customers.
If you work in sales, or simply want to do a better job connecting with others, you won't want to miss this issue. And if you want to learn even more about Outcome Driven Selling, sign up for one of Tero's upcoming workshops exploring that very topic.
Ro and Deb take a deeper look how you can identify what stresses you.
Insight on Business Podcast with Tero CEO Rowena Crosbie.
by Ann Block, Vice President of Client Relations
by Rachel Trainum, Marketing And Communications Specialist, Tero International
by Emily Stanford
by Young Entrepreneurs Council
Are you the leader of the pack? You want to avoid creating a workplace full of entitlement.
by Shaun Buck
by Geoffrey James
How can I listen better before thinking of what I want to say?
Explore Tero's Two-Day Outcome-Driven Selling Workshop.
What makes you tick? What ticks you off? Why do you find interactions with some people to be easy and interactions with other people to be a struggle? Why and when do you procrastinate? Why do some things come naturally to you and other things baffle you? Why do you find some activities energizing and others draining? Why do you do the things you do? These are all questions that can be answered by Tero's popular Self-Knowledge and Self-Awareness workshop