Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
Insight Selling: How to sell value & differentiate your product with Insight Scenarios Paperback – January 6, 2014
Frequently bought together
Customers who bought this item also bought
"In 18-months, our pipeline tripled. Thanks largely to the improved conversations with clients by applying the principals in this book."
Gord Smith, Director of Sales - Hitachi Canada.
"Insight Selling provides immediately actionable content to sales people who want to sell "differently" and gain a competitive advantage. ... Insight selling has become a must read to all our new sales people and we will be delivering the workshop to 300 people this year. Highly recommended."
Frederic Page, Sales Enablement - SAP
"Insight Scenarios are critical to selling value in today's customer-centric economy. This book delivers on how to challenge our customers thinking without challenging the customer - which helps us deliver an exceptional customer experience."
Jeff Everton, Sales Enablement and Productivity - Epicor Software
"Michael has done an outstanding job of providing not only the rationale but also practical ideas on winning in complex sales scenarios. Insight Selling is a blueprint for excelling in a world where we are increasingly seeing the commoditization of sales. The techniques in this book work - I use them every day to help sellers create interest with their prospects and customers, position unique benefits and unexpected sources of value, and create a sense of urgency to act . I highly recommend this book. "
Anthony Wallace, Dir. Sales Readiness & Channel Execution APJ - CA Technologies
From the Author
Video book trailer
If you buy a new print edition of this book (or purchased one in the past), you can buy the Kindle edition for only $1.99 (Save 60%). Print edition purchase must be sold by Amazon. Learn more.
For thousands of qualifying books, your past, present, and future print-edition purchases now lets you buy the Kindle edition for $2.99 or less. (Textbooks available for $9.99 or less.)
Browse award-winning titles. See more
If you are a seller for this product, would you like to suggest updates through seller support?
Top Customer Reviews
My question was how to create contrast without insulting prospective customers? How do I get the buyer to realize they are not ankle deep in problems, but show them more subtly that they are drowning in problems before I try to rescue them with my solution...
The book answers this question in great detail. The simple answer is by sharing a customer insight scenario.
It is almost always a mistake to argue with a customer’s preconceived solution, as that tends to alienate the customer. Instead, the best approach is to tell the customer a story about someone else who faced a similar problem and solved it in a manner which happens to coincide with your recommended solution. There are three key ingredients which need to be included with this type of insight scenario:
• Contrast, between the before picture and the after picture as provided by the solution described in the scenario
• Listening, to understand the buying vision being formed in the customer’s head, and
• Clarity, through asking questions to help the buyer tailor the vision to their circumstances
The book is quite short, but it provides a helpful plan for effective sales in an increasingly difficult environment.
Practical and easy to apply methods. I am already applying some recommendations from this book and seeing immediate results. Thank you Michael.
Michael Harris, author of Insight Selling, tells us that, "many salespeople feel that if they just educate the customer enough, they will buy." But he goes on to say that is not enough in today's environment. As a salesperson, you must provide insight.
Insight Selling is about selling complex products/services/solutions at the enterprise level. This book is not about retail selling or small ticket items. The book is divided into three parts. Part one describes what Insight Selling is all about and why it is imperative to deliver insight. Part Two deals with contrast. As a salesperson, you need to understand that everything must be considered in context. And to have the proper impact, you must frame your insights in proper context so they become real, concrete to the buyer.
Part three tells how to create and deliver Insight Scenarios.
The book is very short, just 110 pages but it conveys a lot of very important information. There are real life examples to illustrate the concepts. The book is written in a business/conversational style.
The book will appeal most to the professional salesperson dealing with complex sales processes involving big-ticket items. Mr. Harris walks you through the Insight Selling process but it will not take the place of in-depth training on this subject. I believe the professional salesperson will certainly gain insights and value from reading this book. I believe to master the process, you will probably need to participate in more advanced courses available from Mr. Harris.
I was provided a review copy of this book.