Insight Selling PDF ePub eBook

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Insight Selling free pdf 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

About MR Michael David Harris

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

Details Book

Author : MR Michael David Harris
Publisher : Sales
Data Published : 06 January 2014
ISBN : 0993655505
EAN : 9780993655500
Format Book : PDF, Epub, DOCx, TXT
Number of Pages : 120 pages
Age + : 15 years
Language : English
Rating :

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