June 6th 2014
Insight Selling. Surprising Research on what sales winners do differently. Mike Schutz & John Doerr
Insight Selling. Surprising Research on what sales winners do differently. Mike Schultz & John Doerr. 2014 . From the experts at RAIN Selling comes a book that is timely, current and essential. It is the result of asking a simple question. “In a world were some sellers are successful and many are not, what do the successful ones do better? ” The genius lay in who the questions were directed to? Not sellers but the buyers. Not surprisingly, the answers can differ from many of the “sales books” previously written by successful sales people . This puts Shultz and Doerr againin the forefront of effective sales thinking and training. Reading this immediately after Jill Konrath‘s “Agile Selling ‘ and Linda Richardson’s “Changing the Sales Conversation” made this a perfect trifecta of innovative sales books. Its simple – Sales leader sell insight into the buyers business. The sales conversation and the sales person are often the deal maker , not the product. Buyers appreciate salespeople who:
- Educate me with new ideas and perspectives
- Collaborate with me
- Persuade me we would achieve results
- Listened to me
- Understood my needs
- Helped me avoid potential pitfalls
- Crafted a compelling solution
- Depicted purchasing process accurately
- Connected with me personally
- Overall value from company is superior to other options.
This is a book for sales leaders and high performing sales people to buy read and take to heart. No pages are wasted so this makes a good coast to coast air flight read
Similar Posts:
- Sell Yourself First. The most critical element in every sales effort. Thomas A. Freese.
- Implementing a value based sales approach. Part 1. Introduction.
- Rainmaking Conversations. Influence, persuade and sell in any situation. Mike Schultz & John E. Doer
- Rethinking the Sales Cycle. How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage. John R. Holland & Tim Young.
- Target Opportunity Selling. Top Sales Performers Reveal What Really Works. Nicholas A.C. Read
Category: Communication, Lifeskills, Sales, Sales Effectiveness, Sales Efficiency
