Mike Schultz John E Doerr Neil Rackham (7 results)

Condition: Very Good.

Hardcover. Condition: Very Good. Insight Selling: Surprising Research on What Sales Winners Do Differently This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. .…

Condition: New.

Condition: As New. Unread book in perfect condition.

Condition: New.

Condition: As New. Unread book in perfect condition.

Condition: Very Good. 256 pages. What do winners of major sales do differently than the sellers who almost won , but ultimately came in second place?Mike Schultz and John Doerr, bestse lling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represe nted a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.Not only do sales winners sell differently, they sell radically differently, than th e second-place finishers.In recent years, buyers have increasingly seen p roducts and services as replaceable. You might think this would mean that the sa le goes to the lowest bidder. Not true! A new breed of seller?the insight sell er?is winning the sale with strong prices and margins even in the face of incr easing competition and commoditization.In Insight Selling, Schultz and Do err share the surprising results of their research on what sales winners do diff erently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on wh at buyers say tip the scales in favor of the winners:Level 1 Connect. W inners connect the dots between customer needs and company solutions, while also connecting with buyers as people.Level 2 Convince. Winners convince bu yers that they can achieve maximum return, that the risks are acceptable, and th at the seller is the best choice among all options.Level 3 Collaborate. Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.They also found.…