Download Insight Selling: How to Sell Value & Differentiate Your Product with Insight Scenarios AudioBook Free
Selling value to B2B potential buyers today can feel just like trying to stop a freight teach that's hurtling to the sales graveyard of commoditization and discounting. Today's empowered buyer has done research, has an obvious idea of his or her firm's needs, and understands how much the organization is eager to pay. This type of buyer will not want a salesperson to talk about features and deliver some open-ended questions that offers no value. What this buyer desires is insight. But how does a salesperson deliver insight so that it issues the customer's thinking without challenging the client? That is the question that audiobook will answer. In part one of this reserve, we will take a look at why Insight Selling can help you sell value and differentiate your product to empowered potential buyers. In part two, we provides six reasons why Insight ScenariosTM trump verbal persuasion at delivering insight to your visitors. These reasons are supported by sound research: eight neuroscience studies and 20 research footnotes. Finally, in part three, we will highlight how to build insight scenarios so that you can not only equip your salespeople with insights, but so that you can also show them the most effective way to provide them. Once you have created your own insight scenarios, your salespeople will be more effective in two ways:
- They will be able to deliver insights without upsetting the buyer, and;
- They will be able to let the customer take your product out for a online try, so customers will quickly realize for themselves the unique value of your product.
