Insight Selling
How to sell value & differentiate your product with Insight Scenarios
by:
Michael Harris
Summary:
The book provides strategies for sales professionals to elevate their selling approach by crafting and presenting Insight Scenarios that demonstrate the unique value of their products or services. It emphasizes the importance of differentiating through insights that resonate with customers, helping them recognize the need for the solution being offered.
Key points:
1. Insight Scenarios: Salespeople use tailored stories to show how their solution addresses the customer's specific needs and adds value.
Books similar to "Insight Selling":
Rethinking the Sales Force
John DeVincentis|Neil Rackham
The New Solution Selling
Keith M. Eades
Sell the Way You Buy
David Priemer
Strikingly Different Selling
Dale Merrill|Scott Savage|Jennifer Colosimo|Randy Illig
Insight Selling
Mike Schultz|John E. Doerr
Conversations That Win the Complex Sale (PB)
Erik Peterson|Tim Riesterer
Beyond the Sales Process
Steve Andersen|Dave Stein
The Selling Fox
Jim Holden
The Science of Selling
David Hoffeld
Value-Added Selling
Tom Reilly|Paul Reilly