Mastering The 2 Most Powerful Ways Of Selling With Insights Video Lecture | B2B Sales: Tips and Strategies

Hey, this is Ago.
Insight selling is a hot topic these days,
and I get a lot of questions from clients
who want to talk about how to implement the
power of insight selling at their firm or
practice.
But, I get a lot of questions around the topic
as well because even though it's hot and even
though it's exciting and even though people
see the value that insight selling can deliver,
a lot of firms continue to struggle with implementation.
So with that in mind, in this short video,
I want to walk you through the two categories
of insight selling and I think as you'll find
out what they are, that will spark some ideas
in your mind in your mind about how you could
start implementing insight selling in your
practice, in your firm, in your business.
So the first category of insight selling is
what we call an opportunity insight.
An opportunity insight is basically when the
seller proactively brings up a new idea, a
new concept, a new product perhaps, or a new
approach to the buyer and gets the buyer's
attention.
It's basically when the seller reaches out
and says something along the lines of, "Hey,
I've got this new approach.
I think it will be exciting for you and your
firm.
Let's sit down and talk about it so I can
walk you through it."
Now the key point here is that it has to be
new.
It can't just be something that has been tried
and tested or something that was just in last
week's edition of Harvard's Business Review.
It has to be something that's truly new and
exciting and you need to be able to show your
client how specifically, exactly it will benefit
them.
Now interestingly, this has a impact on more
than just making the sale.
In fact, our researcher RAIN group has shown
that buyer's are three times more loyal to
sellers who proactively bring opportunities
and new insights to them, so that's exciting.
The second category of insight selling is
what we call interaction insights.
Interaction insights is what happens when
you put a buyer and a seller in a room and
they start sparking ideas off each other.
It's where the seller takes more of a role
of almost like a consultant or a trusted advisor
and walks the buyer through a process, thereby
sharpening the buyer's thinking, enhancing
their conclusions, and basically building
an outcome that's much better and gets them
much closer to what it is that they want.
It's about helping your buyers think outside
the box by asking tough questions, by playing
devil's advocate, by interjecting new ideas
and new approaches.
By playing the role of the creative genius
who comes up with this crazy left-field idea
that nobody ever considered, but ultimately
can get your results that are dramatically
different, as a buyer, from what you would
normally get.
So, opportunity insight on the one hand and
interaction insight on the other build together
to help sales winners win more deals but also
to build the foundation for long-term customer
loyalty and repeat sales.
By driving change with the ideas that matter,
true insight sellers become known as trusted
advisors to their clients.
If you like this video and you want more practical,
tangible sales tips and strategies on how
to make more sales, close more deals, negotiate
more effectively, click on the link here,
subscribe to my YouTube channel, and I hope
to see you soon.