The Road to Becoming an Insight Seller

The Road to Becoming Connect an Insight Seller Convince Sales has changed drastically in the last few years. With sellers at a loss for how to adapt, the team at RAIN Group undertook a massive research effort to find out what the winners of actual sales opportunities are doing differently than the rest. They discovered that the most successful sellers harness the power of ideas. They connect, convince, and collaborate with buyers. They are insight sellers. Collaborate Connect the dots between buyer needs Connect Connect the dots with people CONNECT and seller solutions Sales winners are 2.2x Questions to Determine the Strength of Your Relationship with Clients more effective at crafting compelling solutions CONVINCE buyers with stories using a 7-step framework 1. How would your clients describe the importance of your relationship with them? 2. How would your clients describe the level of partnership they have with your executive team in setting strategy and direction? 3. How would your clients describe your impact on Connection: Build their success? rapport and credibility by demonstrating keen insight into their world. 4. What would happen if your clients lost their relationship with you? 5. Would your clients seek to replace you themselves? Destre: Aspire to a 3 benchmark for what could be, if only possible; paint picture of New Reality. Dissatisfaction Layering: Take buyers on an emotional journey by moving back and forth between the current state and the new reality. 5. Breakthrough! Inspire with insight on how new thinking is changing the game, creating new hope. Results: Demonstrate how those who change their thinking and actions are enjoying the rational (ROI) Dissatisfaction: Action:Invite collaboration to explore possibilities further. Demonstrate how and emotional rewards. current state is full of undesirable and difficult afflictions. Sellers become the value when they COLLABORATE WINNERS COLLABORATE IN WAYS 1. In what they bring to the table: · Educate buyers with new ideas and perspectives 2. In how they interact: • Responsive • Proactive · Easy to buy from • Collaborate with buyers High performers are 2.7x more effective at educating ond collaborating with buyers. 1 INSIGHT SELLING Become an Insight Seller Today In Insight Selling: Surprising Research on What Sales Winners Do Differently, bestselling authors Mike Schultz and John Doerr teach you exactly Supriing Rnerban Wa Selo Wivnen De Diferendly how to connect, convince, and collaborate with ME SCHO ILOERR buyers and win with insight. WILEY RAIN Group Buy your copy from your favorite retailer! Amazon | Barnes & Noble | Books-A-Million | 800CEO-READ Americas · EMEA · APAC www.raingroup.com