Insight Selling: How to sell value and differentiate your product with Insight Scenarios

Michael Harris

Sales & Marketing Press, Jan 15, 2014 - Business & Economics - 120 pages

With all of the advice and information available on the internet, empowered Buyers want insight. They need to find out what all of the information means.

But how do you challenge the customer's thinking with insight, without challenging the customer?

That's the question this book seeks to answer. You'll learn why insights are more likely to make it past the Buyer's defensive wall if they are hidden inside an insight scenario, like a Trojan horse. And because they transport the Buyer out of the role of a critic, and into the role of a participant, they trump verbal persuasion.

We'll show you how to create insight scenarios. Just imagine if your prospective customers could step inside a buying simulator, and take your product out for a test drive. Could you ask for more? 

About the author

As CEO of Insight Demand, I enjoy showing salespeople how to find, create, and deliver insights so that they are able to sell value and differentiate their product. With a graduate degree in Finance and 12 years of Wall Street experience, I learned how to build business value. I then ran a finance company that grew to 125 employees and 250MM sales, and it was here I learned the power of loading the lips of your salespeople with the right messages. I then worked as a Business Partner at a Solution Selling Sales Training company and, after five years, I refined the totality of my many years of experience and formed Insight Demand. About Insight Demand Insight Demand is an Insight Selling sales training company. We show salespeople how to find, create, and deliver insights so that they are able to sell value and differentiate their product. Through a combination of insight scenarios™, listening, and questions, customers will realize that they’re not ankle deep in problems, but that they’re really drowning out in the middle of the lake. The result is that your salespeople will sell more, because they will be able to rescue more customers with your product. Our clients include such companies as Microsoft, Epicor Software, Eaton Corp and Transunion Corp. We service clients in North America, Europe, and Asia. www.InsightDemand.com 

Bibliographic information

• Title: Insight Selling: How to sell value and differentiate your product with Insight Scenarios
• Author: Michael Harris
• Publisher: Sales & Marketing Press, 2014
• ISBN: 0993655505, 9780993655500
• Length: 120 pages
• Subjects: Business & Economics / Business Communication / General; Business & Economics / Sales & Selling / General; Business & Economics / Sales & Selling / Management