  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  sellerthe insight selleris 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  winners circle more often, this book is a must-read.

Explore

Insight Selling: Surprising Research on What Sales Winners Do Differently

2014

Wiley

Synopsis

Read on the Bambooks mobile app

Related titles

15 Simple Ways To Sell Anything To Anyone

50 Sales Techniques to Conquer Sales

The Selling Champion: Discover How to Be an Eagle in the Marketplace

The Art of Selling: A Practical Approach to Sales Success

The 25 Unbreakable Laws of Sales

The Digital Entrepreneur

Business is Sales

Reviews

0.0

0 Rating(s) / 0 review(s)

All reviews

Welcome to Bambooks!

Sign in to your account