Insight Selling: How to sell value & differentiate your product with Insight Scenarios

3,6 valoración promedio
( 10 valoraciones por Goodreads )
 
9780993655500: Insight Selling: How to sell value & differentiate your product with Insight Scenarios

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. Today, an empowered buyer has done research, has a clear idea of his or her firm's needs, and how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight. But how does a salesperson deliver insight so that it challenges the customer's thinking without challenging the customer? That's the question that this book will answer. In Part One of this book, we will examine why "Insight Selling" will help you sell value and differentiate your product to empowered buyers. In Part Two, we will provide six reasons why Insight Scenarios™ trump verbal persuasion at delivering insight to your customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes. Finally, in Part Three, we will show you how to create Insight Scenarios, so that you can not only arm your salespeople with insights, but so that you can also show them the most effective way to deliver them. Once you have created your own insight scenarios, your salespeople will be more effective in two ways: 1) They will be able to deliver insights without upsetting the buyer, and; 2) They will be able to let the customer take your product out for a virtual test drive, so customers will discover for themselves the unique value of your product.

"Sinopsis" puede pertenecer a otra edición de este libro.

From the Author:

Video book trailer
youtu.be/enBANxyJ2PM

From the Back Cover:

With all of the advice and information available on the internet, empowered Buyers want insight. They need to find out what all of the information means.

But how do you challenge the customer's thinking with insight, without challenging the customer?

That's the question this book seeks to answer. You'll learn why insights are more likely to make it past the Buyer's defensive wall if they are hidden inside an insight scenario, like a Trojan horse. And because they transport the Buyer out of the role of a critic, and into the role of a participant, they trump verbal persuasion.

We'll show you how to create insight scenarios. Just imagine if your prospective customers could step inside a buying simulator, and take your product out for a test drive. Could you ask for more?

"Sobre este título" puede pertenecer a otra edición de este libro.

Los mejores resultados en AbeBooks

1.

Harris, Mr Michael David
Editorial: Sales & Marketing Press (2017)
ISBN 10: 0993655505 ISBN 13: 9780993655500
Nuevos Paperback Cantidad: > 20
Impresión bajo demanda
Librería
Murray Media
(North Miami Beach, FL, Estados Unidos de America)
Valoración
[?]

Descripción Sales & Marketing Press, 2017. Paperback. Estado de conservación: New. Never used! This item is printed on demand. Nº de ref. de la librería 0993655505

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 7,51
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 1,69
A Estados Unidos de America
Destinos, gastos y plazos de envío

2.

MR Michael David Harris
Editorial: Sales Marketing Press, United States (2014)
ISBN 10: 0993655505 ISBN 13: 9780993655500
Nuevos Paperback Cantidad: 10
Impresión bajo demanda
Librería
The Book Depository
(London, Reino Unido)
Valoración
[?]

Descripción Sales Marketing Press, United States, 2014. Paperback. Estado de conservación: New. Language: English . Brand New Book ***** Print on Demand *****.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. Today, an empowered buyer has done research, has a clear idea of his or her firm s needs, and how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight. But how does a salesperson deliver insight so that it challenges the customer s thinking without challenging the customer? That s the question that this book will answer. In Part One of this book, we will examine why Insight Selling will help you sell value and differentiate your product to empowered buyers. In Part Two, we will provide six reasons why Insight Scenarios(TM) trump verbal persuasion at delivering insight to your customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes.This research is then followed by social proof on how SAP, Microsoft Oracle are doing it. Finally, in Part Three, we will show you how to create Insight Scenarios, so that you can not only arm your salespeople with insights, but so that you can also show them the most effective way to deliver them. Once you have created your own insight scenarios, your salespeople will be more effective in two ways: 1) They will be able to deliver insights without upsetting the buyer, and; 2) They will be able to let the customer take your product out for a virtual test drive, so customers will discover for themselves the unique value of your product. Nº de ref. de la librería APC9780993655500

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 9,39
Convertir moneda

Añadir al carrito

Gastos de envío: GRATIS
De Reino Unido a Estados Unidos de America
Destinos, gastos y plazos de envío

3.

MR Michael David Harris
Editorial: Sales Marketing Press, United States (2014)
ISBN 10: 0993655505 ISBN 13: 9780993655500
Nuevos Paperback Cantidad: 10
Impresión bajo demanda
Librería
The Book Depository US
(London, Reino Unido)
Valoración
[?]

Descripción Sales Marketing Press, United States, 2014. Paperback. Estado de conservación: New. Language: English . Brand New Book ***** Print on Demand *****. 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. Today, an empowered buyer has done research, has a clear idea of his or her firm s needs, and how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight. But how does a salesperson deliver insight so that it challenges the customer s thinking without challenging the customer? That s the question that this book will answer. In Part One of this book, we will examine why Insight Selling will help you sell value and differentiate your product to empowered buyers. In Part Two, we will provide six reasons why Insight Scenarios(TM) trump verbal persuasion at delivering insight to your customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes.This research is then followed by social proof on how SAP, Microsoft Oracle are doing it. Finally, in Part Three, we will show you how to create Insight Scenarios, so that you can not only arm your salespeople with insights, but so that you can also show them the most effective way to deliver them. Once you have created your own insight scenarios, your salespeople will be more effective in two ways: 1) They will be able to deliver insights without upsetting the buyer, and; 2) They will be able to let the customer take your product out for a virtual test drive, so customers will discover for themselves the unique value of your product. Nº de ref. de la librería APC9780993655500

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 9,61
Convertir moneda

Añadir al carrito

Gastos de envío: GRATIS
De Reino Unido a Estados Unidos de America
Destinos, gastos y plazos de envío

4.

Harris, MR Michael David
ISBN 10: 0993655505 ISBN 13: 9780993655500
Nuevos Cantidad: > 20
Impresión bajo demanda
Librería
Pbshop
(Wood Dale, IL, Estados Unidos de America)
Valoración
[?]

Descripción 2014. PAP. Estado de conservación: New. New Book. Shipped from US within 10 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Nº de ref. de la librería IQ-9780993655500

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 6,33
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,39
A Estados Unidos de America
Destinos, gastos y plazos de envío

5.

Harris, MR Michael David
Editorial: Sales & Marketing Press 1/6/2014 (2014)
ISBN 10: 0993655505 ISBN 13: 9780993655500
Nuevos Paperback or Softback Cantidad: 10
Librería
BargainBookStores
(Grand Rapids, MI, Estados Unidos de America)
Valoración
[?]

Descripción Sales & Marketing Press 1/6/2014, 2014. Paperback or Softback. Estado de conservación: New. Insight Selling: How to Sell Value & Differentiate Your Product with Insight Scenarios. Book. Nº de ref. de la librería BBS-9780993655500

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 10,25
Convertir moneda

Añadir al carrito

Gastos de envío: GRATIS
A Estados Unidos de America
Destinos, gastos y plazos de envío

6.

Mr Michael David Harris
ISBN 10: 0993655505 ISBN 13: 9780993655500
Nuevos Cantidad: 5
Librería
ReadWhiz
(Portland, OR, Estados Unidos de America)
Valoración
[?]

Descripción Estado de conservación: New. Nº de ref. de la librería ria9780993655500_ing

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 10,78
Convertir moneda

Añadir al carrito

Gastos de envío: GRATIS
A Estados Unidos de America
Destinos, gastos y plazos de envío

7.

Mr Michael David Harris
Editorial: Sales & Marketing Press
ISBN 10: 0993655505 ISBN 13: 9780993655500
Nuevos Paperback Cantidad: > 20
Librería
BuySomeBooks
(Las Vegas, NV, Estados Unidos de America)
Valoración
[?]

Descripción Sales & Marketing Press. Paperback. Estado de conservación: New. Paperback. 120 pages. Dimensions: 8.9in. x 5.9in. x 0.4in.Selling value to B2B buyers today can feel like trying to stop a freight train thats hurtling towards the sales graveyard of commoditization and discounting. Today, an empowered buyer has done research, has a clear idea of his or her firms needs, and how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight. But how does a salesperson deliver insight so that it challenges the customers thinking without challenging the customer Thats the question that this book will answer. In Part One of this book, we will examine why Insight Selling will help you sell value and differentiate your product to empowered buyers. In Part Two, we will provide six reasons why Insight Scenarios trump verbal persuasion at delivering insight to your customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes. Finally, in Part Three, we will show you how to create Insight Scenarios, so that you can not only arm your salespeople with insights, but so that you can also show them the most effective way to deliver them. Once you have created your own insight scenarios, your salespeople will be more effective in two ways: 1) They will be able to deliver insights without upsetting the buyer, and; 2) They will be able to let the customer take your product out for a virtual test drive, so customers will discover for themselves the unique value of your product. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Nº de ref. de la librería 9780993655500

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 12,70
Convertir moneda

Añadir al carrito

Gastos de envío: GRATIS
A Estados Unidos de America
Destinos, gastos y plazos de envío

8.

Harris, Mr Michael David
Editorial: Sales & Marketing Press (2014)
ISBN 10: 0993655505 ISBN 13: 9780993655500
Nuevos Paperback Cantidad: 10
Librería
Ergodebooks
(RICHMOND, TX, Estados Unidos de America)
Valoración
[?]

Descripción Sales & Marketing Press, 2014. Paperback. Estado de conservación: New. Nº de ref. de la librería INGM9780993655500

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 10,50
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,39
A Estados Unidos de America
Destinos, gastos y plazos de envío

9.

Harris, Mr Michael David
Editorial: Sales & Marketing Press
ISBN 10: 0993655505 ISBN 13: 9780993655500
Nuevos PAPERBACK Cantidad: > 20
Librería
Russell Books
(Victoria, BC, Canada)
Valoración
[?]

Descripción Sales & Marketing Press. PAPERBACK. Estado de conservación: New. 0993655505 Special order direct from the distributor. Nº de ref. de la librería ING9780993655500

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 9,78
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 5,94
De Canada a Estados Unidos de America
Destinos, gastos y plazos de envío

10.

Harris, MR Michael David
ISBN 10: 0993655505 ISBN 13: 9780993655500
Nuevos Cantidad: > 20
Impresión bajo demanda
Librería
Books2Anywhere
(Fairford, GLOS, Reino Unido)
Valoración
[?]

Descripción 2014. PAP. Estado de conservación: New. New Book. Delivered from our UK warehouse in 3 to 5 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Nº de ref. de la librería IQ-9780993655500

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 5,90
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 10,07
De Reino Unido a Estados Unidos de America
Destinos, gastos y plazos de envío

Existen otras copia(s) de este libro

Ver todos los resultados de su búsqueda