Praise for Insight Selling
Wow! Even your most experienced strategic sellers will sharpen their game with these insights. RAIN Group s research and application to real–life situations will educate your team on how to inspire buyers with possibilities and demonstrate the value add for your offerings like never before.
Sandy Miller, Partner, Strategic Accounts, Aon Hewitt
While solutions selling isn t dead, it is now just the price of admission. In this book, Mike and John provide the fundamentals and techniques around advanced insight selling and how you need to become the change agent for the customer to be a true sales winner! After all, in sales the second–place finisher is just the first loser.
Jim Madson, Vice President of Sales, Tyco SimplexGrinnell
Professional salespeople a decade ago wouldn t even recognize the landscape, challenges, and skill sets required today. This content is essential for contemporary sellers.
Peter Ostrow, Vice President and Research Group Director, Customer Management, Aberdeen Group
The recipe for growth today is dramatically different than just a few years ago, yet many sellers have failed to adapt. For those aspiring to elevate their game, you ve picked up the right playbook.
Richard Tober, Senior Vice President, Capgemini
Few sales books are destined to become classics that will make a real difference in the world of selling. This one will join that rare club that will stand the test of time.
Gord Smith, Partner, Hitachi Solutions
Foreword Neil Rackham vii
Chapter 1 Sales Winners Sell Differently 1
Chapter 2 What Is Insight Selling? 25
Chapter 3 Insight Selling and Value 37
Chapter 4 Insight and Level 1: Connect 57
Chapter 5 Insight and Level 2: Convince 79
Chapter 6 Insight and Level 3: Collaborate 101
Chapter 7 On Trust 121
Chapter 8 Profile of the Insight Seller 137
Chapter 9 Insight Selling Mistakes 161
Chapter 10 Buyers Who Buy Insights 177
Chapter 11 Getting the Most from Sales Training 199