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
Because customers today do most of their own research online, they’re 60% of their way through a sales cycle before they engage a salesperson. So they don’t need more information from a salesperson. What they need is insight into what the information means.
But without a salesperson’s insights, customers are forced to over simplify their purchase, because they’re constrained by both time and expertise. So customers will, for instance, strip out the unique value for each supplier, because it’s just too overwhelming to compare anything other than apples to apples. And now that all products look the same, the only differentiator is price. Unfortunately, this self-service model produces a watered down solution for the customer, and it erodes the seller’s margins.
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 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.