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Michael Harris is the CEO of Insight Demand and on today’s episode he shows #SalesNation how to deliver insights to customers so they can break through the noise in the internet age of selling.

What you will learn in this episode:

You’ll learn what real sales insights (that a customer actually cares about) are but also –

* What a “sales winner” is and how to become one

* Where you should start if you’d like to incorporate insight selling into your sales process

* The power of selling with stories

 

Time stamps for audio version of show:

* [00:58] – Intro

* [02:38] – What is a “sales winner”?

* [05:35] – Is our goal to help the buyer make the decision to buy?

* [09:58] – Should we interview our best customers to find out how we add value to them?

* [13:55] – What is the starting point to insight selling?

* [17:26] – Techniques to deliver the insights to customers

* [22:23] – Selling with stories VS logic

* [32:40] – How can we accelerate the whole process?

* [42:07] – Wrap up

 

Resources mentioned:

* InsightDemand.com

* Michael’s book – Insight Selling: How to sell value & differentiate your product with Insight Scenarios

* @InsightDemand

 

Transcript:

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