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Sell Outcomes Not Features

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Sell Outcomes Not Features

This course is part of Advanced Selling with AI & Emotional Intelligence Specialization

Included with

Learn more

2 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

2 hours to complete

Flexible schedule

Learn at your own pace

2 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

2 hours to complete

Flexible schedule

Learn at your own pace

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

3 assignments¹

AI Graded see disclaimer

Taught in English

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Build your subject-matter expertise

This course is part of the Advanced Selling with AI & Emotional Intelligence Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate

There are 2 modules in this course

This course helps B2B sales professionals experienced in creating or presenting sales decks and participating in B2B sales conversations to shift from feature-led presentations to outcome-driven value conversations. You will practice converting product-centric decks into KPI-focused value decks, then evaluate and defend those decks using peer feedback and buyer decision criteria. Through short videos, readings, coach dialogues, and hands-on activities, you will build the skills needed to make value clear, credible, and defensible—so buyers can justify decisions internally and move forward with confidence.

Module details

In this module, you shift from feature-led selling to value-outcome selling. You examine why feature-heavy presentations slow buyer decisions and learn how quantified outcomes reduce effort and increase clarity. Through guided reflection and a hands-on deck conversion activity, you translate product capabilities into measurable business impact aligned to buyer KPIs.

What's included

3 videos2 readings1 assignment

3 videosTotal 15 minutes

Welcome Video3 minutes
Features vs. Outcomes vs. Value7 minutes
Turning Features into ROI Statements Using AI6 minutes

2 readingsTotal 13 minutes

Value-Based Selling - Choosing the KPIs That Matter to Your Buyer6 minutes
Walkthrough - How to Convert a Feature Deck into a Value-Outcome Deck7 minutes

1 assignmentTotal 15 minutes

Hands-on Learning: Convert a Feature Deck into a Value-Outcome Deck15 minutes

In this module, you move from creating value-based content to evaluating and defending it. You explore how buyers assess value and why confidence alone does not secure commitment. Using structured criteria, peer feedback, and deck comparisons, you practice selecting and defending a KPI-focused sales deck based on evidence.