Page 148 - BV-BC 4 days
P. 148
The 4 Ps of Outcome Selling
• Problem
• What are the customer’s problems?
• Pattern
• How will your solution solve their problems?
• Path
• How will it be purchased and can you help facilitate the decision cycle?
• Proof
• What is the quantified value the solution will deliver?
The 4 Ps: http://bizshifts-trends.com/2011/08/29/%E2%80%9Coutcome-selling%E2%80%9D-takes-customer-centric-selling-to-
the-next-level-it%E2%80%99s-an-%E2%80%9Coutcome-achieve-economy%E2%80%9D-sell-value-deliver-results/
