Insight Selling: How to sell value & differentiate your product with Insight Scenarios - Softcover

Harris, Mr Michael David

Softcover

ISBN 10: 0993655505 ISBN 13: 9780993655500

Publisher: Sales & Marketing Press, 2014

Synopsis

Selling value to B2B buyers today can feel like trying to stop a freight train that’s hurtling towards the sales graveyard of commoditization and discounting. Today, an empowered buyer has done research, has a clear idea of his or her firm’s needs, and how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight. But how does a salesperson deliver insight so that it challenges the customer's thinking without challenging the customer? That's the question that this book will answer. In Part One of this book, we will examine why “Insight Selling” will help you sell value and differentiate your product to empowered buyers. In Part Two, we will provide six reasons why Insight Scenarios™ trump verbal persuasion at delivering insight to your customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes.This research is then followed by social proof on how SAP, Microsoft & Oracle are doing it. Finally, in Part Three, we will show you how to create Insight Scenarios, so that you can not only arm your salespeople with insights, but so that you can also show them the most effective way to deliver them. Once you have created your own insight scenarios, your salespeople will be more effective in two ways: 1) They will be able to deliver insights without upsetting the buyer, and; 2) They will be able to let the customer take your product out for a virtual test drive, so customers will discover for themselves the unique value of your product.

About this title

About the Author

As CEO of Insight Demand, I enjoy showing salespeople how to find, create, and deliver insights so that they are able to sell value and differentiate their product. With a graduate degree in Finance and 12 years of Wall Street experience, I learned how to build business value. I then ran a finance company that grew to 125 employees and 250MM sales, and it was here I learned the power of loading the lips of your salespeople with the right messages. I then worked as a Business Partner at a Solution Selling Sales Training company and, after five years, I refined the totality of my many years of experience and formed Insight Demand. I have lived & worked in NYC, London and Buenos Aires. Today, I live on an Island with no cars that is only 10-minutes by ferry to my hometown, Toronto. I still travel to the big cities on business, but I am also able to enjoy Kite Surfing, Surfing and Hockey 20-meters from my home. I enjoy these simple pleasures with my wife and two children. About Insight Demand Insight Demand is an Insight Selling sales training company. We show salespeople how to find, create, and deliver insights so that they are able to sell value and differentiate their product. Through a combination of insight scenarios(TM), listening, and questions, customers will realize that they're not ankle deep in problems, but that they're really drowning out in the middle of the lake. The result is that your salespeople will sell more, because they will be able to rescue more customers with your product. Our clients include such companies as Microsoft, Epicor Software, Eaton Corp and Transunion Corp. We service clients in North America, Europe, and Asia. www.InsightDemand.com

From the Back Cover

With all of the advice and information available on the internet, empowered Buyers want insight. They need to find out what all of the information means.

But how do you challenge the customer's thinking with insight, without challenging the customer?

That's the question this book seeks to answer. You'll learn why insights are more likely to make it past the Buyer's defensive wall if they are hidden inside an insight scenario, like a Trojan horse. And because they transport the Buyer out of the role of a critic, and into the role of a participant, they trump verbal persuasion.

We'll show you how to create insight scenarios. Just imagine if your prospective customers could step inside a buying simulator, and take your product out for a test drive. Could you ask for more?

From the Inside Flap

Recommended in two of "Best of 2014" lists:
· Inc.com's "The Seven Most Useful How-To-Sell Books of 2014"
· Startup Summer Reading: Top 10 Business Books for Entrepreneurs

Edition details

• Publisher: Sales & Marketing Press
• Publication date: 2014
• Language: English
• ISBN 10: 0993655505
• ISBN 13: 9780993655500
• Binding: Paperback
• Number of pages: 120