Insight Selling
In today environment, buyers aren't looking for your products features and benefits. They can look that up themselves. What research says they are looking for is new and valuable information — insights — that can guide their buying decisions. Finding the right one and delivering it the right way can mean the difference between a sale or no go. This topic explores 'insights', what they are, and how to use them to move the customer toward a sale.
Prerequisite: Knowing the Customer's Buying Process, Hidden Competitor
Prerequisite: Knowing the Customer's Buying Process, Hidden Competitor
Keywords: selling, sales, salesperson, buyer, Customer, buyer's perspective, Insight, buying decision
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Insight Selling
Insight Selling 1 - Insight Selling and Why it is So Powerful
Defines sale 'insights' and their impact on the buyer.
Insight Selling 2 - Insight In Action
Shows examples of simple and disruptive insights and how they can change the course of a sales conversation.
Insight Selling 3 - Using Insight and the Customer's Buying Clock
Illustrates how where the customer is on the Buying Clock impacts the choice of insight to deliver.
Insight Selling 4 - Impactful Insights
Gives further guidance on how to customize insights to the situation.
Insight Selling 5 - Insight Selling Preparation
Shows where to find the information needed to customize insights to specific buyers.
Insight Selling 6 - How to Deliver Your Insights Effectively
Describes what does and doesn't work when delivering sales insights.
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