{"product_id":"insight-selling-surprising-research-on-what-sales-winners-do-differently-hardcover","title":"Insight Selling: Surprising Research on What Sales Winners Do Differently - Hardcover","description":"\u003cp\u003eby \u003cb\u003eMike Schultz\u003c\/b\u003e (Author), \u003cb\u003eJohn E. Doerr\u003c\/b\u003e (Author), \u003cb\u003eNeil Rackham\u003c\/b\u003e (Foreword by)\u003c\/p\u003e\u003cp\u003e\u003cb\u003eWhat do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?\u003c\/b\u003e \u003c\/p\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\u003ch3\u003eFront Jacket\u003c\/h3\u003e\u003cp\u003e\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\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003e\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\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\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\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 256\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.93 x 9.24 x 6.33 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eIllustrated:\u003c\/strong\u003e Yes\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e May 05, 2014\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":42155355275399,"sku":"9781118875353","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0601\/2623\/2711\/files\/420f8e17dda629e7000cab1b0bfd7ef6.webp?v=1733235328","url":"https:\/\/booksby.splitshops.com\/products\/insight-selling-surprising-research-on-what-sales-winners-do-differently-hardcover","provider":"Books by splitShops","version":"1.0","type":"link"}