Insight Selling: How to sell value & differentiate your product with Insight Scenarios by Michael Harris
Requirements: ePub / AZW3 reader, 1.7 MB
Overview: Selling value to B2B buyers today can feel like trying to stop a freight train that’s hurtling towards the sales graveyard of commoditization and discounting. Today, an empowered buyer has done research, has a clear idea of his or her firm’s needs, and how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight.
But how does a salesperson deliver insight so that it challenges the customer’s thinking without challenging the customer? That’s the question that this book will answer.
Genre: Non-Fiction > General
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