Insight Selling

Selling and buying are not the same.

It’s not the same as it was a few years ago.

In our breakthrough research report, What Sales Winners Do Differently, we studied over 700 business-to-business purchases to find out what the winners of major sales opportunities do differently than the sellers who lost.

This was the top factor that separated sales winners from the rest. The seller gave me new ideas.

In our research and with our clients who are achieving significant sales success with an education and insight-based approach, we see this too.

They are strengthening their client relationships while they are selling more.

It is difficult to implement insight selling. It is difficult to get it done right. Those who do get the rewards.

Insight Selling by RAIN Group is a comprehensive online training program that will help you become a true change agent for your buyers, resulting in increased sales and stronger client relationships.

It is exactly what you need to transform yourself into an insight seller and find yourself in the winner’s circle more often.

Quote:

– Mike Pool is a Mid Market Acquisitions Rep.

Winning sales are more difficult than ever.

Buyers are more educated.

Competition is very competitive.

There are so many buyer options.

There has been a shift in how buyers buy since it used to be enough to present a strong ROI case and sell the value of your products and services.

It’s no longer cutting what used to work.

Buyers need your insights. They value sellers who collaborate with them to come up with the best solutions.

Today’s top sellers don’t just sell the value of their products and services, they become the value.

We will teach you how to do Insight Selling.

You will learn from our on-site training program for corporate clients.

How to stand out from the crowd. How to present ideas that demand buyer attention. There are 10 questions you can ask buyers that challenge their assumptions. How to create new opportunities with top decision makers. Identifying buyers who buy insights and those who don’t. You can sell more with less buyer resistance if you make the business impact of your solution clear. How to lead effective insight selling discussions is a step-by-step process. Selling mistakes are the most common insight. And a lot more.

What you learn will change the way you sell.

We will show you step-by-step how to become an insight seller and achieve greater sales success. There is an overview of what you will learn in each lesson.

The first lesson is about the power of selling ideas.

The sellers who educate with new ideas and perspectives are winning the most sales. You will learn in this lesson.

The top 10 factors that separate sales winners from their competitors. There are 10 core characteristics that distinguish great sellers. How to make your ideas compelling. When a buyer comes to you with a specific need, you must sell differently. There is a way to beat perceived commoditization of products and services.

The second lesson tells a compelling story.

The sellers who excel at insight selling tell stories that demand buyer attention and action. You will learn in this lesson.

Every story has to answer 3 questions for the buyer. If you leave out one of the 7 key elements, your story won’t have the impact to inspire action from your buyer. It’s important to make your message compelling. Making a buyer personally invested in working with you can greatly improve your chances of winning sales.

Lesson 3: Impact.

If your buyer buys from you, what type of success will they achieve? If they don’t do anything, what failures will they see? Insight selling requires the ability to clearly communicate the impact you can have on your buyer. This lesson will teach you something.

There are two types of impact in sales. The impact can be made tangible to buyers. Demonstrating impact builds credibility. The buyer wants to buy from you. How to build your own model.

The fourth lesson is about new reality.

Positive change for your buyers can be the difference between success and failure in sales. You will learn in this lesson.

How to show how your prospect’s situation will improve if they buy from you. To effectively convey a new reality to buyers, you must take 3 steps. The impact of your presentations can be maximized by combining quantitative and qualitative reasoning. New reality can inspire collaboration and commitment from buyers, leading to new sales and healthy client relationships.

Asking questions that generate insight is the fifth lesson.

Many think that selling insight is only about telling buyers what to do. They don’t know the full impact they can bring to the table. Asking the right questions can lead to improved sales success. Specifically, you will learn.

The way you ask questions can change the way your buyer sees things. How questions can get people out of their comfort zone. 10 questions will spark insight, inspiration, and action from your buyers.

Lesson 6: Buyers who buy and buyers who don’t.

Some buyers buy new ideas and others appreciate insight in the same way. In this lesson we show you how to identify the buyers who will be most receptive to insight selling, and how to avoid those who aren’t worth your time. You will learn about it.

There are 8 buyer personas that exist in sales. You will learn to adjust your sales process in order to maximize your results with each buyer type. Some buyer types are more responsive to insight selling. Some prospects are not good buyers for innovative ideas. The right sales strategy can be developed for each buyer.

There are ideas for insights across the buying cycle.

This lesson will show you how to sell insight at each stage. You will learn.

Good insights share 3 characteristics. There are 5 ways to generate meetings with prospects. How to change a buyer’s action plan by giving them a unique perspective on the problems they face and how to solve them. Buyers assumptions should be pushed back during each stage of the buying process.

There is a lesson about leading an opportunity insight discussion.

Opportunity insight is when you are trying to sell a new idea to a buyer. This lesson will show you how to put opportunity insight selling to work, drive demand, and fill your pipeline with new opportunities. You will learn.

Asking questions at the wrong time can derail a meeting. There are 7 steps that will lead you to the best outcomes. If you want to make the sale, you have to strike a balance between advocacy and inquiry.

Understanding trust in insight selling is the ninth lesson.

If you want to have success with insight selling, you need to have trust. The best sales tactics won’t work without it. You will learn in this lesson.

Selling insight and trust work together. The components of trust work together.

Insights and trust work together to create long-term sales success.

There are 10 keys to becoming a source of insight.

It is not possible to become a trusted source of insight. The 10 things you must do to get there are laid out in this lesson. You will learn.

Being viewed as an industry insider in 2 different ways is critical to your success. If you want your insight to have a real impact, you must combine realism and idealism. Your insight sales efforts can be derailed if you don’t have a point of view. Being comfortable is important to your sales success.

Quote:

– Victoria is a managed sales rep.

What is included in your membership?

The most effective ways to incorporate insight selling into your sales conversations will be learned over the course of the program.

There are 10 training lessons that walk you through the essential ingredients of insight selling. Lessons give you the core concepts of the topic, but also give you specific how-to information you need to go from understanding to action. Lessons can be delivered in text, video, and mp3 audio.

We know you like homework, but it takes a lot of hard work to transform the way you sell and your sales results. It is not possible to learn to ride a bike by reading a manual. It is not possible to become and insight seller by reading about it. You have to do it. You will be able to download and complete assignments after each lesson to help you apply the learnings to your practices.

Monthly Q&A calls with instructors are one of the cornerstones of the program. Specific feedback and suggestions for your situation will be provided by us.

Stories, examples, and role-plays are where you will hear real-world insight selling successes and failures. You can see how these techniques work in a real situation.