Isbn: 9780993655500 - insight selling: how to sell value & differentiate your product with insight scenarios (24 risultati)

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Paperback. Condizione: Good. Selling value to B2B buyers today can feel like trying to stop a freight train that's hurtling towards the sales graveyard of commoditization and discounting. Today, an empowered buyer has done research, has a clear idea of his or her firm's needs, and how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight. But 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. In Part One of this book, we will examine why Insight Selling will help you sell value and differentiate your product to empowered buyers. In Part Two, we will provide six reasons why Insight Scenarios(TM) trump verbal persuasion at delivering insight to your customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes.This research is then followed by social proof on how SAP, Microsoft & Oracle are doing it. Finally, in Part Three, we will show you how to create Insight Scenarios, so that you can not only arm your salespeople with insights, but so that you can also show them the most effective way to deliver them. Once you have created your own insight scenarios, your salespeople will be more effective in two ways: 1) They will be able to deliver insights without upsetting the buyer, and; 2) They will be able to let the customer take your product out for a virtual test drive, so customers will discover for themselves the unique value of your product.…

Paperback. Condizione: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less.

Paperback. Condizione: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less.

Paperback. Condizione: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less.

Condizione: Like New. Most items will be dispatched the same or the next working day. An apparently unread copy in perfect condition. Dust cover is intact with no nicks or tears. Spine has no signs of creasing. Pages are clean and not marred by notes or folds of any kind.

paperback. Condizione: Very Good. Paperback in very good condition. All inside pages are in great shape. Minor shelf wear to the cover and blue & orange spine.

Paperback. Condizione: Very Good. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged.

Condizione: New.

Paperback or Softback. Condizione: New. Insight Selling: How to Sell Value & Differentiate Your Product with Insight Scenarios. Book.

Condizione: As New. Unread book in perfect condition.

Condizione: As New. Unread book in perfect condition.

Condizione: New.

Condizione: Sehr gut - gebraucht. Taschenbuch 120 S. Sehr guter Zustand, ohne Namenseintrag, Zustand: 2, Sehr gut - gebraucht, Taschenbuch Sales & Marketing Press , 2014 120 S. , Insight Selling: How to sell value & differentiate your product with Insight Scenarios, Harris, Mr Michael David.

Condizione: as new. Broché comme neuf . 119 pages . PHOTOS SUR DEMANDE.

Condizione: New. Print on Demand.

Paperback / softback. Condizione: New. This item is printed on demand. New copy - Usually dispatched within 5-9 working days.