Customer Quote by Jill Konrath
““Traditional sellers think that customers make decisions based on their product, service, or solution differentiators. They get frantic when they lack capabilities that competitors have or when their pricing is too high relative to what else is on the market. Today’s seller knows that their products, services, or solutions are simply tools—nothing more. They know that their customers could care less about buying new software or training their staff. They realize that customers invest in their offering because of the outcome they get. That’s why their focus is on business improvement. These top sellers are fully cognizant that their knowledge and expertise are the reasons that customers want to work with them. Traditional sellers don’t have a clue that top sellers know so much more than they do about the market, operations, processes, competition, business goals and objectives, strategic imperatives, and more.””
About This Quote
Source Book: Snap Selling by Jill Konrath, 2010
Top sellers focus on outcomes, not product features, positioning themselves as experts who drive business improvement.
In simple terms: Sell outcomes, not features.
Key Takeaway
Become a trusted advisor.
Themes
sales
customer focus
outcome orientation
Mood
professional
strategic
Type
business
educational
When to use this quote
- B2B sales
- consultative selling
- strategic account management
- product launches
Key Concepts
value selling
expertise
market insight
Questions to Reflect On
- How can you balance feature knowledge with outcome focus?
- What evidence convinces skeptical buyers?
A Different Perspective
Customers may still value tangible product benefits alongside outcomes.
