{"product_id":"insight-selling-isbn-9781118875353","title":"Insight Selling","description":"\u003cb\u003eWhat do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?\u003c\/b\u003e  \u003cp\u003eMike 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.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eNot only do sales winners sell differently, they sell\u003c\/i\u003e radically differently, \u003ci\u003ethan the second-place finishers.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eIn recent years, buyers have increasingly seen products and services as \u003ci\u003ereplaceable\u003c\/i\u003e. 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.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eInsight Selling,\u003c\/i\u003e 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:\u003c\/p\u003e \u003cp\u003e\u003cb\u003eLevel 1 \"Connect.\"\u003c\/b\u003e Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eLevel 2 \"Convince.\"\u003c\/b\u003e 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.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eLevel 3 \"Collaborate.\"\u003c\/b\u003e Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.\u003c\/p\u003e \u003cp\u003eThey also found that much of the popular and current advice given to sellers can damage sales results. \u003ci\u003eInsight Selling\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eForeword \u003ci\u003eNeil Rackham\u003c\/i\u003e vii\u003c\/p\u003e \u003cp\u003ePreface xi\u003c\/p\u003e \u003cp\u003eChapter 1 Sales Winners Sell Differently 1\u003c\/p\u003e \u003cp\u003eChapter 2 What Is Insight Selling? 25\u003c\/p\u003e \u003cp\u003eChapter 3 Insight Selling and Value 37\u003c\/p\u003e \u003cp\u003eChapter 4 Insight and Level 1: Connect 57\u003c\/p\u003e \u003cp\u003eChapter 5 Insight and Level 2: Convince 79\u003c\/p\u003e \u003cp\u003eChapter 6 Insight and Level 3: Collaborate 101\u003c\/p\u003e \u003cp\u003eChapter 7 On Trust 121\u003c\/p\u003e \u003cp\u003eChapter 8 Profile of the Insight Seller 137\u003c\/p\u003e \u003cp\u003eChapter 9 Insight Selling Mistakes 161\u003c\/p\u003e \u003cp\u003eChapter 10 Buyers Who Buy Insights 177\u003c\/p\u003e \u003cp\u003eChapter 11 Getting the Most from Sales Training 199\u003c\/p\u003e \u003cp\u003eEpilogue 219\u003c\/p\u003e \u003cp\u003eAppendix 221\u003c\/p\u003e \u003cp\u003eNotes 225\u003c\/p\u003e \u003cp\u003eAbout RAIN Group 231\u003c\/p\u003e \u003cp\u003eAbout the Authors 233\u003c\/p\u003e \u003cp\u003eIndex 237\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eMIKE SCHULTZ\u003c\/b\u003e 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 \u003ci\u003eBusiness Week\u003c\/i\u003e, \u003ci\u003eInc.\u003c\/i\u003e magazine, and \u003ci\u003eFast Company.\u003c\/i\u003e He is also on the faculty in the Marketing Division at Babson College and writes at www.RainGroup.com\/Blog.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eJOHN E. DOERR\u003c\/b\u003e 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.\u003c\/p\u003e \u003cp\u003eMike and John are bestselling authors of \u003ci\u003eRainmaking Conversations: Influence, Persuade, and Sell in Any Situation\u003c\/i\u003e and the groundbreaking research “What Sales Winners Do Differently.” To learn more or to contact Mike or John directly, visit www.RainGroup.com.\u003c\/p\u003e  \u003cp\u003eWhat do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?\u003c\/p\u003e \u003cp\u003eMike Schultz and John E. 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.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eNot only do sales winners sell differently, they sell radically differently than the second-place finishers.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eIn recent years, buyers have increasingly seen products and services as \u003ci\u003ereplaceable.\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eInsight Selling,\u003c\/i\u003e Mike and John 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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003e\n\u003cb\u003eLevel 1 “Connect.”\u003c\/b\u003e Winners connect the dots between customer needs and company solutions while also connecting with buyers as people.\u003c\/li\u003e \u003cli\u003e\n\u003cb\u003eLevel 2 “Convince.”\u003c\/b\u003e 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.\u003c\/li\u003e \u003cli\u003e\n\u003cb\u003eLevel 3 “Collaborate.”\u003c\/b\u003e Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThey also found that much of the popular and current advice given to sellers can damage sales results. \u003ci\u003eInsight Selling\u003c\/i\u003e 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.\u003c\/p\u003e  \u003cp\u003e\u003cb\u003ePraise for \u003ci\u003eInsight Selling\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“Wow! Even your most experienced strategic sellers will sharpen their game with these insights. RAIN Group’s research and application to real-life situations will educate your team on how to inspire buyers with possibilities and demonstrate the value add for your offerings like never before.”\u003cbr\u003e \u003cb\u003e—Sandy Miller,\u003c\/b\u003e Partner, Strategic Accounts, Aon Hewitt\u003c\/p\u003e \u003cp\u003e“While solutions selling isn’t dead, it is now just the price of admission. In this book, Mike and John provide the fundamentals and techniques around advanced ‘insight selling’ and how you need to become the change agent for the customer to be a true sales winner! After all, in sales the second-place finisher is just the first loser.”\u003cbr\u003e \u003cb\u003e—Jim Madson,\u003c\/b\u003e Vice President of Sales, Tyco SimplexGrinnell\u003c\/p\u003e \u003cp\u003e“Professional salespeople a decade ago wouldn’t even recognize the landscape, challenges, and skill sets required today. This content is \u003ci\u003eessential\u003c\/i\u003e for contemporary sellers.”\u003cbr\u003e \u003cb\u003e—Peter Ostrow,\u003c\/b\u003e Vice President and Research Group Director, Customer Management, Aberdeen Group\u003c\/p\u003e \u003cp\u003e“The recipe for growth today is dramatically different than just a few years ago, yet many sellers have failed to adapt. For those aspiring to elevate their game, you’ve picked up the right playbook.”\u003cbr\u003e \u003cb\u003e—Richard Tober,\u003c\/b\u003e Senior Vice President, Capgemini\u003c\/p\u003e \u003cp\u003e“Few sales books are destined to become classics that will make a real difference in the world of selling. This one will join that rare club that will stand the test of time.”\u003cbr\u003e \u003cb\u003e—Gord Smith,\u003c\/b\u003e Partner, Hitachi Solutions\u003c\/p\u003e  \u003cp\u003e“The majority of experienced sellers would agree that while a lot of existing sales wisdom is good, some things have become outdated and must change. The hard part is deciding what to keep, what to change and what to discard. \u003ci\u003eInsight Selling\u003c\/i\u003e lays out a convincing case for which parts of current practice we should keep, which parts must be tweaked, and which parts must be changed entirely. Whether you’re an experienced seller or just starting out in sales, you stand to learn something useful from this book.”\u003cbr\u003e \u003cb\u003e—Professor  Neil Rackham, author of \u003ci\u003eSPIN Selling\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“Wow! Even your most experienced strategic sellers will sharpen their game with these insights. RAIN Group's research and application to real life situations will educate your team on how to inspire buyers with possibilities and demonstrate the value add for your offerings like never before.”\u003cbr\u003e \u003cb\u003e—Sandy Miller, Partner, Strategic Accounts, Aon Hewitt\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“While “solutions selling” isn’t dead, it is now just the price of admission.  In this book, Mike and John provide the fundamentals and techniques around advanced “insight selling” and how you need to become the change agent for the customer to be a true sales winner! After all, in sales the second-place finisher is just the first loser.”\u003cbr\u003e —\u003cb\u003eJim Madson, Vice President, Sales, Tyco SimplexGrinnell\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“Professional salespeople a decade ago wouldn’t even recognize the landscape, challenges, and skill sets required today. This content is \u003ci\u003eessential\u003c\/i\u003e for contemporary sellers.”\u003cbr\u003e —\u003cb\u003ePeter Ostrow, VP and Research Group Director, Customer Management, Aberdeen Group\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“The recipe for growth today is dramatically different than just a few years ago, yet many sellers have failed to adapt. For those aspiring to elevate their game, you’ve picked up the right playbook.”\u003cbr\u003e —\u003cb\u003eRichard Tober, Senior Vice President, Capgemini\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“Few sales books are destined to become classics that will make a real difference in the world of selling. This one will join that rare club that will stand the test of time.”\u003cbr\u003e —\u003cb\u003eGord Smith, Partner, Hitachi Solutions\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“Schultz and Doerr are truly among the elite sales thought leaders.\u003ci\u003e Insight Selling\u003c\/i\u003e outlines exactly what you need to do to set yourself apart and find yourself in the winner’s circle. It’s a must read for even the most experienced sellers.”\u003cbr\u003e —\u003cb\u003eJill Konrath, bestselling author of \u003ci\u003eAgile Selling \u0026amp; SNAP Selling\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989432844517,"sku":"NP9781118875353","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118875353.jpg?v=1761784079","url":"https:\/\/k12savings.com\/products\/insight-selling-isbn-9781118875353","provider":"K12savings","version":"1.0","type":"link"}