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Welcome to the Tero November eZine

If you work in sales, you've likely had this happen to you at least once: you meet with a potential new client, you think your presentation was great, and yet you still fail to make the sale.

At Tero, we've developed a model called Outcome-Driven Selling, with the goal of helping you close as many deals as possible. Every interaction you have with customer-calls, emails, meetings, website visits, purchases and more-has an outcome. So you should approach every interaction with the goal of meeting both your, and your customers', needs.

And that doesn't mean simply finding the best price, or even delivering the best product or service. People also want to build trust, to be respected, and to feel valued.

This month's eZine is all about our Outcome-Driven Selling approach. Our Development Challenge will help you put yourself in your customers' shoes by mapping every outcome you have with them. We've also compiled a variety of online resources, which will help you build mutually beneficial relationships with your customers by asking the right questions, giving great presentations, and meeting their biggest needs.

Our feature article comes from Tero's Vice President of Client Relations, Ann Block. In it, she discusses the lessons she's learned about relating to customers.

If you work in sales, or simply want to do a better job connecting with others, you won't want to miss this issue. And if you want to learn even more about Outcome Driven Selling, sign up for one of Tero's upcoming workshops exploring that very topic.