It's no secret that selling can be hard. Since today's buyer is more savvy than ever before, sales teams are having a hard time connecting with prospects and closing deals. Yet, some sellers are continually able to find success and bring in new business. So what are sales winners doing differently?
7. #InsightSelling 7#InsightSelling
Top 10 Attributes Separating Winners from
Second-Place Finishers
1 Educated me with new ideas or perspectives
2 Collaborated with me
3 Persuaded me we would achieve results
4 Listened to me
5 Understood my needs
6 Helped me avoid potential pitfalls
7 Crafted a compelling solution
8 Depicted purchasing process accurately
9 Connected with me personally
10 Overall value from the company is superior to other options
16. #InsightSelling
Collaborate
Collaborate to educate the
buyer and influence agendas.
“Does this sound like the right solution for you?”
“Are you willing to change?”
“Have you ever bought anything like this in the past?”
17. #InsightSelling
Price of entry
Necessary, not sufficient
Connect
DOTS
PEOPLE
Drive demand
Become essential
Maximize buyer ownership of sale
Collaborate
WHAT
HOW
MIN RISK
Minimize “Lost to no decision”
Maximize competitive wins
Convince
BEST
CHOICE
MAX RETURN
Level 1
Level 2
Level 3