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WHAT SALES WINNERS DO DIFFERENTLY #InsightSellin

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#InsightSelling

Meet Your Experts:

Mike Schultz @Mike_Schult

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Mike Pici@MichaelPici

Host:@AmandaSible

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#InsightSelling

Today we’ll discuss:

1. The 10 Attributes of Sales Winners

2. What is Insight Selling?

3. The 3 Levels of Insight Selling

#InsightSelling

Sales Winners

1. Sell radically differently

2. Go beyond solution selling

3. Look like each other across

industries

#InsightSelling

So what are these sales winners doing

differently?

#InsightSelling

Top 10 Attributes Separating Winners from Second-Place Finishers

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#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

#InsightSelling

Sales winners harness the power of ideas

#InsightSelling

What is Insight Selling?2

#InsightSelling

Insight selling is the process of creating

and winning sales opportunities – and

driving

change – with ideas that matter.

#InsightSelling

Opportunity Insight

Interaction Insight

Inspires buyer, fills pipeline

Strengthens buyer decision making

Educate

Collaborate

Focus on ValueBecomes

a change agentPersuade…results

Sales Winners

Insight Principle Seller

Strategies of Sales Winners

#InsightSelling

The 3 Levels of Insight Selling3

#InsightSelling

Convince CollaborateConnect

#InsightSelling

SELLERS

Connect the dots and connect with people

Connect

CUSTOMERS

#InsightSelling

Maximum Return

“Resonate”

Best Option

“Differentiate”

Acceptable Risk

“Substantiate”

• Premium Fees

• Sales Wins• Loyalty

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Convince people that you can provide the ...

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Convince

Creates Foundation For…

#InsightSelling

Collaborat

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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?”

#InsightSelling

Price of entry Necessary, not sufficientConnect

DOTS

PEOPLE

Drive demand

Become essential

Maximize buyer ownership of sale

Collaborat

e

WHAT

HOW

MIN RISK

Minimize “Lost to no decision”

Maximize competitive winsConvince

BEST CHOICE

MAX RETURN

Level 1

Level 2

Level 3

#InsightSelling

Now Available:

Insight Selling: Surprising Research on What Sales Winners Do Differently

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Get the email insights you need with Signals.GO TO GETSIGNALS.COM

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Thank You.

#InsightSelling

Q&A @Mike_Schultz@MichaelPici@AmandaSibley