The new buzzword in sales is outcome-based selling; delivering an solution and outcome, not a product, not a brand. Outcome-based selling is “designed to identify and incorporate a client’s needs and dreams into a solution that benefits the buyer and seller” (Solution Revolution, Bruce Christian. Channel Vision Magazine, July-Aug, 2011). Businesses don’t want to spend money unless there is a desired outcome they are after.
In solution-based sales, the Telecom agent is looking for the client’s motivation; something isn’t working, something needs to change, they need to meet various goals, etc. The Telecom agent is providing a means to the buyer’s end. This really puts an agent in the role of understanding their client 100%. This includes superior communication, asking appropriate questions and answering specific questions the buyer has, understanding the end goal, and measuring results.
In addition, NWMAP offers free quotes, suggestions, and bill reviews so this gives our agents a leg up in giving a client some proof that we have solutions, we can provide a desired outcome. NWMAP will do whatever we can for our clients, especially in the tough economic times when businesses are looking for results and a company they can trust.