{"product_id":"insight-selling-9781118875353","title":"Insight Selling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eWhat do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?\u003c\/b\u003e  \u003cp\u003eMike Schultz and John Doerr, bestselling 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 represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eNot only do sales winners sell differently, they sell\u003c\/i\u003e radically differently, \u003ci\u003ethan the second-place finishers.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eIn recent years, buyers have increasingly seen products and services as \u003ci\u003ereplaceable\u003c\/i\u003e. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of sellerthe insight selleris winning the sale with strong prices and margins even in the face of increasing competition and commoditization.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eInsight Selling,\u003c\/i\u003e Schultz and Doerr share the\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eForeword \u003ci\u003eNeil Rackham\u003c\/i\u003e vii\u003c\/p\u003e \u003cp\u003ePreface xi\u003c\/p\u003e \u003cp\u003eChapter 1 Sales Winners Sell Differently 1\u003c\/p\u003e \u003cp\u003eChapter 2 What Is Insight Selling? 25\u003c\/p\u003e \u003cp\u003eChapter 3 Insight Selling and Value 37\u003c\/p\u003e \u003cp\u003eChapter 4 Insight and Level 1: Connect 57\u003c\/p\u003e \u003cp\u003eChapter 5 Insight and Level 2: Convince 79\u003c\/p\u003e \u003cp\u003eChapter 6 Insight and Level 3: Collaborate 101\u003c\/p\u003e \u003cp\u003eChapter 7 On Trust 121\u003c\/p\u003e \u003cp\u003eChapter 8 Profile of the Insight Seller 137\u003c\/p\u003e \u003cp\u003eChapter 9 Insight Selling Mistakes 161\u003c\/p\u003e \u003cp\u003eChapter 10 Buyers Who Buy Insights 177\u003c\/p\u003e \u003cp\u003eChapter 11 Getting the Most from Sales Training 199\u003c\/p\u003e \u003cp\u003eEpilogue 219\u003c\/p\u003e \u003cp\u003eAppendix 221\u003c\/p\u003e \u003cp\u003eNotes 225\u003c\/p\u003e \u003cp\u003eAbout RAIN Group 231\u003c\/p\u003e \u003cp\u003eAbout the Authors 233\u003c\/p\u003e \u003cp\u003eIndex 237\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49406938906967,"sku":"9781118875353","price":17.85,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781118875353.jpg?v=1730497623","url":"https:\/\/bookcurl.com\/products\/insight-selling-9781118875353","provider":"Book Curl","version":"1.0","type":"link"}