Insight Selling: Surprising Research on What Sales Winners do Differently
- By Mike Schultz & John E. Doerr
- Publisher: Wiley
- Available in: English
- Total pages: 256
- ISBN: 9781118875353
Insight Selling defines the approach needed to transform a sales team into successful ‘insight’ sellers.
Insight Selling: Surprising Research on What Sales Winners do Differently
- Chapter 01
- Sales Winners Sell Differently
- Chapter 02
- What is Insight Selling
- Chapter 03
- Insight Selling and Value
- Chapter 04
- Insight and Level 1: Connect
- Chapter 05
- Insight and Level 2: Convince
- Chapter 06
- Insight and Level 3: Collaboration
- Chapter 07
- On Trust
- Chapter 08
- Profile of the Insight Seller
- Chapter 09
- Insight Selling Mistakes
- Chapter 10
- Buyers Who Buy Insights
- Chapter 11
- Getting the Most from Sales Training
This book is a core text for the APMG Professional Services Professional – Rainmaker (Commercial) certification, which is the world’s only non-vendor certification programme that develops the consultant of tomorrow. It provides key reading for over a third of the Foundation and Practitioner exams.
About the book:
Insight Selling describes how the authors studied over 700 business-to-business purchases and identified how sales winners sell radically differently from those that lose the sale. They call these sellers, insight sellers, and introduce a simple three-level sales model, based on what buyers say make sales winners. It teaches how to connect, convince and collaborate with buyers in order to inspire them, influence their agendas, and maximize value. It is both a strategic and practical guide that shows how much of current sales advice is bad for sales results.
Key features:
- Describes the results from the author’s research on what sales winners do differently.
- Provides a three-level model of ‘insight’ selling to connect, convince and collaborate with buyers.
- Explains how the current approaches taken by sellers can actually damage sales results.
