Insight Selling: Surprising Research on What Sales Winners Do Differently
Idioma: inglés
Editorial: Wiley, 2014
- Tapa dura
- Usado
Librería: Textbook Bookie, Little Rock, AR, Estados Unidos de AmericaTextbook Bookie
Vendedor de IberLibro desde 5 de octubre de 2026
Condición: Usado - Bueno
EUR 9,18
Cantidad disponible: 5 disponibles
Añadir al carritoDescripción del artículo del vendedor
Book in Very Good condition.
N° de ref. del artículo 9781118875353-very_good
- Título
- Insight Selling: Surprising Research on What Sales Winners Do Differently
- Autor
- Schultz Mike,Doerr John E.
- Editorial
- Wiley
- Año de publicación
- 2014
- Estado
- Very Good
- Encuadernación
- Hardcover
- Idioma
- inglés
- ISBN 10
- 1118875354
- ISBN 13
- 9781118875353
Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.
Not only do sales winners sell differently, they sell radically differently, than the second-place finishers.
In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller―the insight seller―is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.
In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:
Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.
Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.
Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.
They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
“Sinopsis” puede pertenecer a otra edición de este título.
Acerca del autor
MIKE SCHULTZ is Co-President of RAIN Group and a world-renowned consultant, speaker, and expert in sales training and performance improvement. His articles and work have been featured in a variety of publications, such as Business Week, Inc. magazine, and Fast Company. He is also on the faculty in the Marketing Division at Babson College and writes at www.RainGroup.com/Blog.
JOHN E. DOERR is a leading authority on the skills and strategies that make for sales success. As Co-President of RAIN Group, he has consulted with, trained, and coached thousands of sales professionals, leaders, and business executives, helping them improve sales performance and succeed with insight selling.
Mike and John are bestselling authors of Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation and the groundbreaking research “What Sales Winners Do Differently.” To learn more or to contact Mike or John directly, visit www.RainGroup.com.
“Acerca de” puede pertenecer a otra edición de este título.
Textbook Bookie
Little Rock, AR, Estados Unidos de America
Vendedor de IberLibro desde 5 de octubre de 2026
Tarifas de envío en Estados Unidos de America
| Artículo | De 7 a 14 días hábiles | De 3 a 6 días hábiles |
|---|---|---|
| Primer artículo | EUR 3,79 | EUR 6,25 |
Métodos de pago
Descripción de la tienda
Your trusted source for textbooks for nearly 28 years. Since 1998, Textbook Bookie and its affiliates have provided quality new and used textbooks at affordable prices. We take pride in accurate listings, fast shipping, and friendly, dependable customer service. Orders received before 12 PM CT ship the same business day. Orders received after 12 PM may ship the same day but are not guaranteed to ship until the next business day. If you have any questions or concerns with your order, please contact us through AbeBooks. We’re always happy to help! Thank you for choosing Textbook Bookie and its affiliates!…
Especialidad
TextbooksInformación empresarial del vendedor
Textbook Bookie
AR, Estados Unidos de America
Condiciones de venta
We have a 14 day return policy. The return must be postmarked within 14 days of the delivery date. If you are unable to have the item postmarked within 14 days of the delivery date, please contact us for further information. Once the item has been returned, we will initiate an item-only refund (shipping costs are non- refundable). The item must be returned in the same condition as it was advertised. Please contact us prior to returning the item if the condition of the item received is not the same as the condition advertised. Items returned to other locations other then the one specified below will be subject to additional restocking fees. Items not postmarked within 14 days of delivery and received back in store during this time will also be subject to additional restocking fees. Please use Media Mail Shipping and obtain return tracking on all items being shipped back for return. Please do not mark the item "Return or Sender" or "Refuse." Please return the item to the address on the returns information for AbeBooks. If you have any questions regarding this return policy, please contact us prior to returning the item. Thank you for your understanding. Textbook Bookie 12123 Kanis Road Little Rock, AR 72211 501-217-4960 textbookbookie@texastext.net Customer Service Manager: Krystin
Derecho al desistimiento
Si es un consumidor, puede rescindir el contrato de acuerdo con lo siguiente. Por consumidor se entiende cualquier persona física que actúe con fines ajenos a su actividad comercial, empresarial, oficio o profesión.
Información sobre el derecho de desistimiento
Derecho legal de desistimiento
Tiene derecho a rescindir este contrato en un plazo de 14 días sin dar ningún motivo.
El periodo de desistimiento vencerá a los 14 días desde que usted, o un tercero que no sea el transportista e indicado por usted, adquiera la posesión física del último bien o del último lote o pieza.
Para ejercer el derecho de desistimiento, complete de forma electrónica y envíe una declaración clara en nuestro sitio web, desde "Mis compras" en "Mi cuenta". Le enviaremos sin demora un acuse de recibo de dicho desistimiento a través de un soporte duradero (por ejemplo, por correo electrónico).
Para cumplir con el plazo de desistimiento, basta con que envíe su comunicación relativa al ejercicio del derecho de desistimiento antes de que venza el periodo de desistimiento.
Efectos del desistimiento
Si rescinde este contrato, le reembolsaremos todos los pagos que hayamos recibido de usted, incluidos los gastos de envío (excepto los gastos adicionales que surjan si elige un tipo de envío que no sea el tipo de envío estándar más económico que ofrecemos).
Podemos hacer una deducción del reembolso por la pérdida de valor de cualquier bien suministrado, si la pérdida es el resultado de una manipulación innecesaria por su parte.
Efectuaremos el reembolso sin demoras indebidas y, a más tardar, 14 días después de que se nos informe de su decisión de rescindir este contrato.
Efectuaremos el reembolso utilizando el mismo medio de pago que utilizó para la transacción inicial, a menos que haya acordado expresamente lo contrario; en cualquier caso, no incurrirá en ningún cargo como resultado de dicho reembolso.
Podremos retener el reembolso hasta que hayamos recibido los bienes o hasta que nos haya presentado una prueba de que los ha devuelto, lo que ocurra primero.
Deberá devolver los bienes o entregarlos a Textbook Bookie, Little Rock, Arkansas, U.S.A., sin demoras indebidas y, en cualquier caso, en un plazo máximo de 14 días a partir del día en que nos comunique su desistimiento del presente contrato. El plazo se cumple si devuelve la mercancía antes de que venza el periodo de 14 días. Tendrá que asumir los gastos directos de devolución de los bienes. Usted solo es responsable de la disminución del valor de los bienes como resultado de una manipulación distinta a la necesaria para establecer la naturaleza, las características y el funcionamiento de los bienes.
Excepciones al derecho de desistimiento
El derecho de desistimiento no se aplica a lo siguiente:
- La entrega de periódicos, diarios o revistas, con la excepción de los contratos de suscripción; y
- El suministro de contenido digital que no se proporcione en un soporte tangible (por ejemplo, en un CD o DVD) si, al hacer el pedido, aceptó que podíamos empezar a entregarlo y que no podría desistir una vez iniciada la entrega.
Condiciones de envío
Shipping costs are based on books weighing 2.2 LB, or 1 KG. If your book order is heavy or oversized, we may contact you to let you know extra shipping is required.