Скачать с ютуб INSIGHT SELLING- What is it & how do you do it? в хорошем качестве

INSIGHT SELLING- What is it & how do you do it?

Unless you shine a light of insight on unrecognized value, you will be forced to follow the customer down the road of commoditization and discounting, because buyers lack the time and expertise to fully appreciate the value of your complex product. However, if you shine the light of insight directly on how a customer isn’t doing something well today, they may feel under attack, become offended, and shut down. A story, however, simply presents a scenario about someone else, and leaves it up to the customer to form their own conclusion. Without feeling attacked, the customer can now relax and listen to your customer story, and if it’s insightful enough, they may start to tell themselves a new story where new choices make more sense. And in Gartner's recent survey of executive buyers, 70% said that was the best way for salespeople to provide differentiation that they trust is by sharing customer stories.