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Michael Harris
Insight Selling
Sell Value & Differentiate Your Product with Insight Scenarios
Sales & Marketing Press, 2014
Was ist drin?
Tell stories that lead buyers to the value you offer, so they discover it for themselves.
Recommendation
The Internet provides such comprehensive product information that B2B buyers needn’t deal with B2B sellers until quite late in the sales cycle. At that stage, customers don’t need features-and-benefits information; they need specific insights told through stories that are tailored to their situation. Sales-training expert Michael Harris explains how B2B salespeople can deliver these insights for maximum results. His technique transforms B2B prospects’ classical wariness of sales representatives into enthusiasm for learning about and buying what they sell. Harris backs up his recommendations with impressive research. He explains why salespeople must be able to tell good stories to win customers. Ironically, the author is a good instructor, but he could be a better storyteller. In most chapters, he explains his point of view quite satisfactorily, but in some, he’s confusing and even contradictory. When Harris is on target, his advice is very useful. getAbstract recommends his potent approach to B2B salespeople who need to know how to tell their product’s story for maximum sales impact.
Summary
About the Author
Michael Harris is the CEO of Insight Demand, a firm which teaches salespeople to deliver insights to buyers so they can sell value and differentiate their offerings.
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