Insight Selling: How to Sell Value & Differentiate Your Product with Insight Scenarios

by Michael Harris

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 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 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.

Genres: Business, Management

122 pages, Kindle Edition

First published January 6, 2014

About the author

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Reviews

[Jessica Howard · Rating 4 out of 5]

This is a very applicable sales model for most businesses. It will be a work in progress for myself to master, but as salespeople, we love to tell stories every day. I would encourage anyone in sales to give it a try. Quick read.

[Vin Nair · Rating 1 out of 5]

Doesn't really cover the technique in great detail. Most of the book was focused on why use insight selling not how to.

[Leah Good · Rating 4 out of 5]

Really good book for learning the basics of using stories to provide insights and motivate people towards buying your product.

[Jean-luc Brisebois · Rating 5 out of 5]

Great book, loved it!