30th January 2016 | Journal Of Sales Transformation
Insight Selling: How to sell value & differentiate your product with Insight Scenarios by Michael David Harris, paperback, 6 January 2014
How does a salesperson deliver insight so that it challenges the customer’s thinking without challenging the customer? That’s the question that this book will answer. Part one of this book examines why “Insight Selling” will help you sell value and differentiate your product to empowered buyers. Part two provides six reasons why insight scenarios trump verbal persuasion at delivering insight to customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes. Finally, part three, shows how to create insight scenarios, so that you can not only arm your salespeople with insights but also show them the most effective way to deliver them.