Insight Selling

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...