We show salespeople how to find, create, and deliver insights so that they are able to sell value and differentiate their product.
The sales challenge
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. Because buyers have already done their research online before they engage a salesperson, they know what they want, and the price they’re willing to pay. So how do you sell value and differentiate your product to empowered buyers?
With the proliferation of advice and information available on the internet, buyers don’t need more information. What they need is to know what the information means. They need insight. So by selling insight, buyers will discover for themselves the unique value of your product.
Through a combination of insight scenarios™, listening, and questions, we show salespeople how to reframe the customer’s buying vision so that they can sell value and differentiate their product (click insight).
Our Insight Selling clients include such companies as Microsoft, Epicor Software, Eaton Corp and Transunion Corp (see testimonials video).
Call or email (contact) to book a 20-minute appointment to discuss how your salespeople can become Insight Sellers.