Obviously Better" Products Create Obviously Worse Sales Results

The most dangerous phrase in sales is "our product is obviously better." When we audit underperforming sales teams with superior products, we find they've fallen into the assumption trap - and it's killing their revenue.

The Pattern We See: Sales teams with superior products skip discovery. They assume everyone needs what they have. They present solutions before understanding problems. They believe features speak for themselves. The result? Long sales cycles, price objections, and lost deals to inferior competitors who actually sell consultatively.

What Most Companies Try:

• Better product demonstrations with more features highlighted

• Comparison charts showing superiority over competitors

• Case studies proving product effectiveness

• Technical specifications that "prove" their advantage

Why This Doesn't Work: These approaches reinforce assumptive selling. They focus on what you want to say instead of what customers need to hear. Meanwhile, prospects buy from competitors who ask better questions and uncover real needs.

What We Find Works: Outgrow's "Did You Know" Question (DYK) offers additional products or services, while the Reverse Did You Know Question (rDYK) asks what else the customer needs now and soon. These systematic discovery approaches uncover real opportunities instead of assuming them.

The system ensures your people systematically follow up, constantly expand orders, regularly ask for the business, and constantly talk to the many customers and prospects who don't hear from them - all while discovering actual needs instead of assumed ones.

The Bottom Line: Superior products require superior discovery. Outgrow provides the systematic questioning framework that turns assumption-based selling into needs-based selling.