Insight Selling: How To Sell Value & Differentiate Your Product With Insight Scenarios

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?

• | Author: Michael Harris
• | Publisher: Sales & Marketing Press
• | Publication Date: Jan 06, 2014
• | Number of Pages: 120 pages
• | Language: English
• | Binding: Paperback
• | ISBN-10: 0993655505
• | ISBN-13: 9780993655500