Insight Selling: Surprising Research on What Sales Winners Do Differently 1st Edition – (PDF/EPUB Version)

Standard solution sales methods arent working like they used to. Indeed, several prominent sources have pronounced that the era of solution sales has ended. To find out if this was true or not, Schultz and Doerr studied what the winners of more than 700 actual B-to-B sales opportunities (from buyers responsible for $3.1 billion in annual purchases) are doing to win the sale, and what they do differently than the sellers who come in second place. Insight Selling will examine the details and specifics of Rain Selling, a comprehensive, three-level selling strategy developed by the Rain Group to help turn every sales professional into a sales winner: 1)      Level 1: Connect is the price of entry. When buyers perceive sellers dont understand their needs and dont have a solution that can help–and the buyer doesnt like them–sellers dont win. 2)      Level 2: Convince increases wins. When sellers dont convince buyers theyll get a worthwhile return, the risks are acceptable, and theyre the right choice, the buyer might not buy at all, might buy much less than they should (or only be willing to pay less), or may select another provider. 3)      Level 3: Collaborate is when the seller becomes a key component of buyer success. The  sellers who are perceived as Level 3 collaborators, and who bring new ideas to the table and work with buyers as a team, will find themselves in the winners circle.