In case you haven't heard, buyer behavior has dramatically changed. Buyers are empowered and more sophisticated and, thanks to the internet, flooded with information and research overload. At the same time your buyers are searching—often in vain— for new ways to innovate, compete, and improve their success. But when salespeople bring valuable insights and ideas to their buyers, they strengthen their relationships, differentiate from their competition, and win more sales.
Insight selling is a key component to consultative selling because with consultative selling, the seller makes the customer's needs the focal point of the conversation in which they focus on helping the customer achieve a goal or solve a problem, not on hiring the sales rep's candidate. Sharing fresh ideas and insights AKA, insight selling, is a big part of the consultative selling framework and critical to how salespeople create customer loyalty.
While it may be a new concept to you, insight selling is the heart and soul for how top performing sales professionals sell. It's why they crush their sales quota year after year after year. Rather than talking about insight selling I thought I would share this great video illustrating insight selling.
Are you applying insight selling in your daily customer conversations? What steps are taking to adopt insight selling?