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Insight Selling

Surprising Research on What Sales Winners Do Differently

Mike Schultz and John E. Doerr

Wiley, 2014

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Sales experts Mike Schultz and John E. Doerr explain how to help prospective customers appreciate your professional insight and see it as an asset that comes with your product or service. Their magic ingredient is “insight selling” – inspiring buyers with new ideas and improving their decision making. Schultz and Doerr provide clear instructions on how salespeople should work with prospects. The authors base their tactical information on extensive research, including interviews with more than 150 corporate buyers and data on “more than 700 B2B purchases.” They explain why salespeople must become important parts of their own value proposition and benefits. This handbook has a user-friendly format, with charts, graphs, lists, tips, chapter summaries and lots of white space that makes it easy to refer back to later. getAbstract recommends this useful standout to salespeople and sales managers.

Summary

Sales: A New Ballgame

Selling has changed. Buyers now view most products and services as interchangeable commodities. Yet they don’t make purchase decisions based on the lowest prices. Instead, they go with the salespeople who provide the most useful insights. That makes the difference.

Contemporary buyers assign value to salespeople who furnish fresh insights and useful information that companies can use to make their businesses more profitable.

This evolving buyer mind-set is not the only major change in selling. Thanks primarily to the Internet, most buyers now can access more information about products and services than ever before. Additionally, today’s buyers are more difficult to contact and more skeptical. They must cope with extended buying cycles, heavier competition and sales decisions involving more people, so closing sales is harder than ever. These factors present salespeople with new challenges that many fail to meet.

Insight salespeople make sales because their techniques and behavior differ notably from the tactics and actions of less successful sellers.

“Insight Selling”

Insight selling is “the process of creating and...

About the Authors

Mike Schultz and John E. Doerr are co-presidents of RAIN Group, a sales training consultancy.

Insight Selling

Surprising Research on What Sales Winners Do Differently

Read or listen offline

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Summary

Sales: A New Ballgame

“Insight Selling”

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