Insight Selling : Surprising Research on What Sales Winners Do Differently.
Title:
Insight Selling : Surprising Research on What Sales Winners Do Differently.
Author:
Schultz, Mike.
ISBN:
9781118875018
Personal Author:
Edition:
1st ed.
Physical Description:
1 online resource (258 pages)
Contents:
Insight Selling: Surprising Research on What Sales Winners Do Differently -- Copyright -- Contents -- Foreword -- Preface -- Chapter 1: Sales Winners Sell Differently -- The New World of Selling -- Analyzing What Sales Winners Do Differently -- What's Actually Happening -- Research from the Buyer's Perspective -- Six-Prong Analysis Yields Fascinating Story -- 3 Levels of RAIN Selling -- Level 1 Is Connect -- Level 2 Is Convince -- Level 3 Is Collaborate -- Level 1: Connect -- Connecting the Dots and Solution Sales -- Diagnosing versus Demonstrating Understanding -- Aspirations, Afflictions, and Solutions -- Connecting the Dots Is Necessary but Not Sufficient -- Level 2: Convince -- Fallacy of the No-Brainer Return on Investment (ROI) Case -- Winners Convince They Offer Superior Value -- Level 3: Collaborate -- Rising Influence and Value of the Seller -- Seller as Educator -- Seller as Collaborator -- Insight in a Sea of Information -- Information, Options, and Buyer Decision Making -- Buyers Want to Talk to Sellers -- Insight across the 3 Levels -- Chapter Summary -- Overview -- Key Takeaways -- Chapter 2: What Is Insight Selling? -- The New Source of Value -- Value in the Seller, Not the Product -- Value in the Seller and the Product -- Insight Selling-Overview -- Insight Selling Defined -- A Fundamental Shift in Thinking -- Seller as Change Agent -- Chapter Summary -- Overview -- Key Takeaways -- Chapter 3: Insight Selling and Value -- Defining Value -- "Overall Value Was Superior" -- Value Proposition Essentials -- Three Legs of the Value Proposition Stool -- When a Component of Value Is Missing -- How Insight Sellers Resonate, Differentiate, and Substantiate -- Chapter Summary -- Overview -- Key Takeaways -- Chapter 4: Insight and Level 1: Connect -- Connecting with People -- Personal Connection or Business Value?.
Importance of the Personal Connection -- Liking Leads to Trust -- Establishing Value, Then Building Personal Relationships -- Becoming Essential -- Connecting the Dots -- Understanding Need and Crafting Compelling Solutions -- Leading Sales Conversations That Connect the Dots -- Asking Questions That Demonstrate Understanding of Need -- Asking Questions for Insight Selling -- Chapter Summary -- Overview -- Key Takeaways -- Chapter 5: Insight and Level 2: Convince -- The Power of Story -- Buyers Want to Be Convinced -- Questions Buyers Ask Themselves -- Convince Me to Consider This -- Before a Convincing Story-Focused Meeting -- Convincing Story Framework -- Chapter Summary -- Overview -- Key Takeaways -- Chapter 6: Insight and Level 3: Collaborate -- Power of Collaboration -- Presentation versus Collaboration -- Collaboration Is Unexpected -- Effects of Collaboration -- Psychological Ownership and Buying -- Collaboration Is Powerful When Driving and Reacting to Demand -- When the Seller Drives Demand -- When the Buyer Drives Demand -- Tips for Collaborating across the Sales Process -- Facilitating Collaborative Group Discussions -- P-Premise: Present, Problem, Possibility, or Paralysis -- A-Assumptions -- T-Truths -- H-Hypotheses -- S-Solutions -- Chapter Summary -- Overview -- Key Takeaways -- Chapter 7: On Trust -- Becoming Essential -- The Difference Trust Makes -- Three Key Components of Trust -- Competence -- Integrity -- Intimacy -- Trust Takes Time -- Chapter Summary -- Overview -- Key Takeaways -- Chapter 8: Profile of the Insight Seller -- Skills, Knowledge, and Attributes -- What It Takes to Perform -- How We Got Here -- Attributes of Insight Sellers -- Tendencies -- Qualities -- Assessing for Competencies -- Self-Assessment Instruments -- 360° Assessments -- Assessment Centers -- Chapter Summary -- Overview -- Key Takeaways.
Chapter 9: Insight Selling Mistakes -- General Mistakes -- 1. Treating Insight Selling as a Tactic Rather Than a Pursuit -- 2. Not Embracing the Mind-Set of Seller as Change Agent -- 3. Being Arrogant or Meek -- What Winners Do and Don't Do -- Connect -- Convince -- Collaborate -- Generate Insight Meetings -- Create the Insight Organization -- Chapter Summary -- Overview -- Key Takeaways -- Chapter 10: Buyers Who Buy Insights -- Two Buying Modes -- Problem Solving -- Future Seeking -- Six Buyer Personas and Insight Selling -- 1. Decisive Danielle-The Driver -- 2. Consensus Claire-The Committee Chair -- 3. Relationship Renee-The Friend -- 4. Skeptical Steve-The Guardian -- 5. Analytical Al-The Spreadsheet -- 6. Innovator Irene-The Maverick -- Chapter Summary -- Overview -- Key Takeaways -- Chapter 11: Getting the Most from Sales Training -- Failure of Sales Training -- 1. Failure to Align Desired Outcomes with Learning Needs -- 2. Failure to Build Fluent Sales Knowledge as Well as Skills -- 3. Failure to Assess and Develop Attributes -- 4. Failure to Define, Support, and Drive Action -- 5. Failure to Deliver Training That Engages -- 6. Lack of Reinforcement-Failure to Make Learning Stick and Transfer -- 7. Failures of Evaluation, Accountability, and Continuous Improvement -- Chapter Summary -- Overview -- Key Takeaways -- Epilogue -- Appendix -- RAIN Selling -- Rapport -- Aspirations and Afflictions -- Impact -- New Reality -- Advocacy and Inquiry -- Influence -- Notes -- About RAIN Group -- About the Authors -- Index.
Abstract:
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of 3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller-the insight seller-is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good
advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Local Note:
Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2017. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.
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Electronic Access:
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