How to apply an others-focused approach before, during, and after every sale.
Traditional sales training asks reps to sit in an audience and absorb techniques they may never apply. Outcome selling is different. It creates lasting changes by shifting the way reps approach every conversation — before, during, and after the sale — through practical, everyday adjustments rather than a complicated new curriculum.
This eBook walks through the specific behaviors, preparation tactics, and conversation frameworks that define an outcome-selling approach — and shows how reps can start applying them immediately.
Download Free eBookResearch the customer's company, industry trends, and challenges before every call. Only 7% of a first impression is dictated by what you say — the rest comes from how prepared and customer-focused you appear from the start.
Procurement departments routinely vet sales reps on LinkedIn before making contact. Small adjustments — 'Customer Solutions Executive' vs. 'Sales Representative,' or sharing thought leadership vs. just a resume — signal whether you're a trusted advisor or just another rep.
95% of buyers say salespeople talk too much; 74% say they'd be more likely to buy if their rep listened more. The outcome-selling conversation focuses entirely on the customer's situation, pain points, and unmet opportunities — not on features and price.
Not all customers are a sales pitch away from buying. Outcome selling means respecting where customers are in their decision process and tailoring interactions to their immediate needs — even if that means a follow-up instead of a close.
Send follow-up questions and additional resources. Connect customers with other contacts who can help. Set a cadence — 30 days, 90 days, one year — to confirm their goals are being met. The interaction is the beginning of a relationship, not the end of a transaction.
Rather than looking outside for quick-fix tools, outcome selling starts from within. Reps who earn the role of trusted advisor make sure their communications, actions, and mindsets are aligned with their customers' needs — consistently and authentically.
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