Insight Selling.pdf

Insight Selling true
By:Mike Schultz,John E. Doerr
Published on 2014-04-30 by John Wiley & Sons

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 seller—the insight seller—is 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 winner's circle more often, this book is a must-read.

This Book was ranked at 19 by Google Books for keyword Sales.

Book ID of Insight Selling's Books is GJuAAwAAQBAJ, Book which was written byMike Schultz,John E. Doerrhave ETAG "OII9VEcpoS8"

Book which was published by John Wiley & Sons since 2014-04-30 have ISBNs, ISBN 13 Code is 9781118875063 and ISBN 10 Code is 1118875060

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Book which have "256 Pages" is Printed at BOOK under CategoryBusiness and Economics

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