Anita Nielsen

Outcome based selling is a little like selling a vision of the future. It’s about listening to what your customer wants to achieve and framing your offer as the thing that helps them do it. Knowing what your customers want isn’t always as simple as asking, “What are your business goals?” To get a full picture of what they hope to accomplish and what’s standing in their way, you … [Read more...] about The Secret of Outcome Based Selling? Pitch the Future, Not a Product

Here’s the number one thing I ask sales reps who are having trouble closing a deal: “Have you asked the right questions?” If you’re having trouble getting to the finish line on a sale, consider this: Asking the right questions helps you understand what matters to your buyer, and that’s how you can deliver value. This is sometimes called consultative sales. If you’re wondering … [Read more...] about What Is Consultative Sales? Principles and Best Practices

Salespeople have a reputation for overpromising in their pitch. You’ve heard the adage about salespeople telling a customer “Of course we can do that!” to close a sale. But back at the office, they’ll ask their delivery or product team in a panic, “We can do that, right?” A written sales contract should accurately reflect the verbal agreements made — or else you risk the buyer … [Read more...] about Sales Contracts: Elements, Process & Best Practices