Insight Selling
Surprising Research on What Sales Winners Do Differently
Editorial Review
It’s old news that buyers have a lot more information about everything than in decades past. Also fairly well established is that today’s buyers are harder to reach, buying cycles are longer, and more decision makers are involved in every sale. Yes, buying has changed a lot, yet from the 1970s until recently, not much changed in the world of sales methodologies. The prevailing thinking in recent decades has been that sellers could study and learn traditional solution or consultative selling approaches, apply them well, and produce excellent results consistently. Not anymore! Given the changes in buying, the commoditization of many products and services, and the radical intensification of competition in many industries, it’s no surprise that solution sales concepts aren’t working as they once did. Yet as many sellers report losses, buying is still happening
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Wisdom to Share
Insight selling is the process of creating and winning sales opportunities, and driving change, with ideas that matter.
When the buyer and seller increase the frequency and depth of interactions, trust and relationship strength grows.
Only you can train, study, practice, push yourself out of your comfort zone, and do everything else you need to do to lay all the brick.
Winners connect the dots between customer needs and their company’s products and services as solutions more often than the second-place finishers.
You can view influence as a skill in and of itself or as a theme that flows through many of the other skills (e.g., conversation, ideation, presentation, negotiation, and commitment).
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