Win/Results Produce a Very Powerful Sales Conversation

Win/Results is a Power Base Selling concept. The strongest sales conversations connect the two.

• Win = the personal benefit to the buyer as an individual
• Results = the business benefit to the organization

Results = Company Impact - rational business case with organizational outcomes

• Increased revenue
• Lower costs
• Higher productivity
• Reduced risk
• Improved retention
• Higher margins

But buyers rarely make a decision based only on company outcomes. They’re also subconsciously asking:

• “How does this affect me; will this make my life easier?”
• “Will I look smart; will this help my career?”
• “Will this reduce pressure; will this protect me from failure?”

Win = Personal Impact - emotional and career dimension of individual motivations

• Recognition
• Promotion potential
• Less stress
• More control
• Political credibility
• Saving time
• Avoiding embarrassment
• Looking strategic to leadership
• Hitting bonus targets
• Job security