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[Mike Schultz, John E Doerr, Neil Rackham]Insight Selling: Surprising Research on What Sales Winners Do Differently epub

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 							Publisher: Wiley; 1 edition (April 30, 2014)
  Sold by: Amazon Digital Services, Inc.
 
Language: English
  ASIN: B00K3KGZTC
  Text-to-Speech: Enabled 
  X-Ray:
  Not Enabled 
  Word
Wise: Not Enabled
  Lending: Not Enabled
  
  
  Publication Date: April 30, 2014
  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. 						

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