Selling With Insights: What are the Barriers to Selling With Insights?
In our last blog, How Can Sales Provide More Value to Clients, we discussed how sales provide more value to clients through insight selling. But what are the barriers to Selling With Insights? There are several barriers that sales reps encounter when trying to Sell With Insights to their clients, including finding the most relevant insight for the customer. In his video blog, What are the Barriers to Selling With Insights, Dario Priolo, Chief Strategy Officer, discusses what is required of sales and marketing teams to bring value to the buyer from Selling With Insights.
Selling with Insights™
Richardson’s Selling with Insights™ is a customized sales training solution that teaches your sales reps advanced preparation techniques and dialogue skills to effectively present insights, create needs and shape the customer’s thinking, add more value, differentiate your solution, and build credibility as a trusted business partner. Richardson’s Selling with Insights™ program specifically targets modes of selling that we have identified in our work with top clients and industry experts, especially Create and Shape. In these modes, reps share insights, but what they share and how they share it depends on the appropriate response to the buyer’s location in their process. The goal in each mode is to increase your ability to influence decisions and win. To learn more, please click here.