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Insight Selling_ Surprising Research on What Sales Winners Do Differently - Mike Schultz & John E. Doerr
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Chapter 10: Buyers Who Buy Insights

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2022-02-24 01:24:07
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  • Foreword
  • Preface
  • Chapter 1: Sales Winners Sell Differently
    • The New World of Selling
    • Analyzing What Sales Winners Do Differently
    • Six-Prong Analysis Yields Fascinating Story
    • 3 Levels of RAIN Selling
    • Level 1: Connect
    • Level 2: Convince
    • Level 3: Collaborate
    • Insight in a Sea of Information
    • Insight across the 3 Levels
    • Chapter Summary
    • Notes
  • Chapter 2: What Is Insight Selling?
    • The New Source of Value
    • Insight Selling—Overview
    • Chapter Summary
    • Notes
  • Chapter 3: Insight Selling and Value
    • Defining Value
    • Value Proposition Essentials
    • Chapter Summary
    • Notes
  • Chapter 4: Insight and Level 1: Connect
    • Connecting with People
    • Connecting the Dots
    • Chapter Summary
    • Notes
  • Chapter 5: Insight and Level 2: Convince
    • The Power of Story
    • Buyers Want to Be Convinced
    • Chapter Summary
    • Notes
  • Chapter 6: Insight and Level 3: Collaborate
    • Power of Collaboration
    • Psychological Ownership and Buying
    • Collaboration Is Powerful When Driving and Reacting to Demand
    • Tips for Collaborating across the Sales Process
    • Facilitating Collaborative Group Discussions
    • Chapter Summary
    • Notes
  • Chapter 7: On Trust
    • Becoming Essential
    • The Difference Trust Makes
    • Three Key Components of Trust
    • Trust Takes Time
    • Chapter Summary
    • Notes
  • Chapter 8: Profile of the Insight Seller
    • Skills, Knowledge, and Attributes
    • Attributes of Insight Sellers
    • Assessing for Competencies
    • Chapter Summary
    • Notes
  • Chapter 9: Insight Selling Mistakes
    • General Mistakes
    • What Winners Do and Don’t Do
    • Chapter Summary
    • Note
  • Chapter 10: Buyers Who Buy Insights
    • Two Buying Modes
    • Six Buyer Personas and Insight Selling
    • Chapter Summary
    • Note
  • Chapter 11: Getting the Most from Sales Training
    • Failure of Sales Training
    • Chapter Summary
    • Notes
  • Epilogue
  • Appendix
  • About RAIN Group
  • About the Authors
  • Index
  • End User License Agreement
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