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Mike Schultz and John E. Doerr
Insight Selling
Surprising Research on What Sales Winners Do Differently
Wiley, 2014
¿De qué se trata?
Insight sellers – salespeople who provide valuable information to buyers – make most B2B sales today.
Recommendation
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
About the Authors
Mike Schultz and John E. Doerr are co-presidents of RAIN Group, a sales training consultancy.
Comment on this summary
1. Using the story telling approach - this is a huge differentiator to how the insight is presented to the buyer.
2. Using questions to get involvement and movement