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Insight Selling How to Connect, Convince, and Collaborate to Close the Deal

ISBN: 9781118875353 | 1118875354
Edition: 1st
Format: Hardcover
Publisher: Wiley
Pub. Date: 4/21/2014

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Standard solution sales methods aren’t working like they used to. Indeed, several prominent sources have pronounced that the era of solution sales has ended. To find out if this was true or not, Schultz and Doerr studied what the winners of more than 700 actual B-to-B sales opportunities (from buyers responsible for $3.1 billion in annual purchases) are doing to win the sale, and what they do differently than the sellers who come in second place.

Insight Selling will examine the details and specifics of Rain Selling, a comprehensive, three-level selling strategy developed by the Rain Group to help turn every sales professional into a sales winner:

1)      Level 1: “Connect” is the price of entry. When buyers perceive sellers don’t understand their needs and don’t have a solution that can help—and the buyer doesn’t like them—sellers don’t win.

2)      Level 2: “Convince” increases wins. When sellers don’t convince buyers they’ll get a worthwhile return, the risks are acceptable, and they’re the right choice, the buyer might not buy at all, might buy much less than they should (or only be willing to pay less), or may select another provider.

3)      Level 3: “Collaborate” is when the seller becomes a key component of buyer success. The  sellers who are perceived as Level 3 collaborators, and who bring new ideas to the table and work with buyers as a team, will find themselves in the winner’s circle.

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