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The Inner Circle WHAT SALES WINNERS DO DIFFERENTLY
Meet Your Experts: Mike Schultz @Mike_Schultz Mike Pici @MichaelPici Host: @AmandaSibley
Today we’ll discuss: The 10 Attributes of Sales Winners What is Insight Selling? The 3 Levels of Insight Selling
Sales Winners Sell radically differently Go beyond solution selling Look like each other across industries
So what are these sales winners doing differently?
Top 10 Attributes Separating Winners from Second-Place Finishers 1
Sales winners harness the power of ideas
What is Insight Selling? 2
Insight selling is the process of creating and winning sales opportunities – and driving change – with ideas that matter.
Opportunity Insight Interaction Insight Inspires buyer, fills pipeline Strengthens buyer decision making Educate Collaborate Focus on Value Becomesa change agent Persuade…results Sales Winners Insight Principle Seller Strategies of Sales Winners
The 3 Levels of Insight Selling 3
Connect the dots and connect with people
Maximum Return “Resonate” Best Option “Differentiate” Acceptable Risk“Substantiate” Premium Fees Sales Wins Loyalty + Convince people that you can provide the ... + Creates Foundation For…
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?”
Level 1 Level 2 Level 3
Now Available: Insight Selling: Surprising Research on What Sales Winners Do Differently
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Q&A @Mike_Schultz @MichaelPici @AmandaSibley