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what are some challenges of outcome-based selling?
While there are many benefits to this sales approach, there are also some notable challenges:
longer time commitment: to get to the heart of a prospect’s afghanistan phone number list challenges and desired outcomes, you have to go beyond a quick email exchange or phone call. You must spend the time it takes to understand business goals, which may require multiple, in-person meetings, visiting a business, and speaking with other stakeholders. It’s hard to estimate how long this process might take, and it will vary from customer to customer.
Additional training: if your reps are used to a product-based selling approach, it can take time for them to adjust to a more customer and outcome-oriented mindset. You must have the resources and coaching available for them to succeed. Even then, it can take time for reps to get comfortable with another selling approach.