Sales has changed drastically in recent years. Buyers are more educated and resourceful than ever before, causing sellers to search for elusive competitive edges, differentiation, and value add.
To find out what separates sales winners from the rest in major sales today, RAIN Group studied over 700 business-to-business purchases representing $3.1 billion. This research revealed that sellers who are perceived by buyers as sources of insight are more likely to win sales—and do so consistently—than those who aren’t.
In this session, you will learn the keys to becoming a source of insight, including:
- The structure of the convincing story, a basic framework for selling insights and ideas
- The application of insight selling in a complex sales situation
- The three outcomes to sell an idea: learn, feel, and do