6 Steps to Enable Your Sales Team to Sell With Insights

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  6 steps to leverage “insight selling” to help your team engage buyers early in their process and shape a solution that gives you the best odds of winning
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  • 1. © 2014 Richardson. All Rights Reserved. 6 steps to leverage “insight selling” to help your team engage buyers early in their process and shape a solution that gives you the best odds of winning
  • 2. © 2014 Richardson. All Rights Reserved. Sell With Insights 1
  • 3. © 2014 Richardson. All Rights Reserved. One. 2 Stay on top of the latest trends so that you can guide your clients to capitalize on those that are worthwhile and steer them clear of pitfalls they should avoid Whether driven by external or internal factors, change creates opportunities for providers who can help companies navigate the change …
  • 4. © 2014 Richardson. All Rights Reserved. 3 Two. Reframe your value proposition to address the change your buyers face Determine how you can help navigate: • The change process • The benefits they will realize • The investment (e.g., financial, emotional, or time) required on their part for success
  • 5. © 2014 Richardson. All Rights Reserved. 4 Three. Be a source of knowledge and insight to raise awareness of the issues driving change and potential solutions to navigate the change: • Micro Level − Help your sales reps identify prospects in flux and engage in an insightful dialogue around the issue and potential solutions • Macro Level − Marketing through research and thought leadership programs
  • 6. © 2014 Richardson. All Rights Reserved. Three. 5 Buyers are more educated and better prepared than ever before Opportunity to provide research, thought leadership, and practical case studies addressing common issues Lead with Question or Insight??? Phrase your insight as a question or to state your insight, and follow up immediately with a question
  • 7. © 2014 Richardson. All Rights Reserved. Four. 6 The mutual sharing of information around the buying and selling process with prospects that you’ve motivated to change will help you avoid missing key influencers in the sale and help you refine your value proposition to address their unique concerns.
  • 8. © 2014 Richardson. All Rights Reserved. Five. 7 Product Team: Creates the roadmap and pricing policies Marketing Team: Works on the front end by doing the research on the issue, market, competition, and thought leadership You need to provide your sales reps with your company’s position on the issue, solution guidelines, and expected benefits. This should be a collaborative activity …
  • 9. © 2014 Richardson. All Rights Reserved. Six. 8 In order for the behavior to stick, each level in the sales organization has a responsibility to “own” their part of the process: • Sales leadership needs to make the investment in sales rep and management development and have the discipline to establish metrics and measure the progress and impact of the initiative • Sales managers need to invest in their own continuous learning about the issues, build their ability to coach sales reps in this new selling paradigm, and hold their sales reps accountable for the right activity and effectiveness • Sales reps need to embrace a new way of thinking, continuously build their ability to share insights, and engaging customers in business conversations
  • 10. © 2014 Richardson. All Rights Reserved. Connect With Us Thank you for viewing this slide show To download the full Selling With Insights Guide®, click here: http://bit.ly/1nZVEFL If you have any feedback or comments, please e-mail me at: info@richardson.com You can connect with Richardson at: LinkedIn: https://www.linkedin.com/company/richardson Twitter: @Richardsonsales Call us: 215-940-9255 Join our blog: http://blogs.richardson.com/ 9
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