Category Archives: Insight Selling
9 Common Traps of Selling with Insights and How to Avoid Them
Selling with insights successfully should markedly separate you from your competition. This more sophisticated sales tactic goes well beyond the transactional approach (or lack of approach) of “We sell widgets; how many can I put you down for?” to one that is more meaningful and substantive to both the buyer and seller.
Big Data: How should a sales rep approach a customer with potentially sensitive data?
The availability of information provides many opportunities for sales and marketing to analyze prospects and create needs that they might not even know they have. However, sales reps must approach the conversation in a way that does not make the customer feel exposed or exploited. Join David DiStefano, President and CEO of Richardson, as he offers advice to sales reps about how to take valuable, but sensitive “big data” and present it to a client in a way that addresses their business challenges.
Sales Dialogues – Provoking Needs, Can you do this?
When engaging in a sales dialogue with a prospect or client, it is important to acknowledge their current needs before approaching them with new needs. To provoke a need, sales reps can establish credibility by sharing insights and asking questions to better understand the client.
Improve your Sales Effectiveness with Insight and Dialogue
Selling with insight is all the rage now. I get why. As Brian Fetherstonhsugh of OgilyOne has alluded, selling needs to evolve because buyer behavior has fundamentally changed. While the impact of this is felt differently and more deeply in some industries and verticals than others (context and nuance always matter), the need for most selling organizations to evolve is clear.
Why Selling is a Joke
A young executive was leaving the office late one evening when he found the CEO standing in front of a shredder with a piece of paper in his hand.
“Listen,” the CEO said, “this is a very sensitive and important document here, and my assistant has gone for the night. Can you make this thing work for me?”
“Certainly,” said the young executive. He turned the machine on, inserted the paper, and pressed the start button.
“Excellent, excellent!” said the CEO, as his paper disappeared inside the shredder. “I just need one copy…”
Are Your Sales Reps Taking a “Show-up and Throw-up” Approach to Sharing Insights?
Leverage our Insight Blueprint to Engineer Your Path to Success
“The antithesis of selling with insight,” as one of my colleagues so colorfully describes it, “is to show up and throw up.” This negative metaphor illustrates the tendency to join a call or meeting with a prospect (or in trying to broaden an existing relationship) and overwhelm the listeners with information about your business and capabilities, which may or may not be of interest or even relevant to the purpose of the meeting.
Dario Priolo, Chief Strategy Officer for Richardson reviews the importance of not just “presenting” insights, but actually communicating insights during the sales conversation.
Video Blog from Richardson’s CEO David DiStefano, Sales Transformation: Can you take Control of a Customer Conversation?