000			03678cam a2200325 i 4500
001			835321
005			20230423231749.0
007			tz
008			140410s2014 njua b 001 0 eng
020			_a9781118875353 (hardback)
049			_aPIMLIB
050	0	0	_aHF5438.25 _b.S338I
100	1		_aSchultz, Mike, _967498
245	1	0	_aInsight selling : _bsurprising research on what sales winners do differently / _cMike Schultz, John E. Doerr.
260			_aNew Jersey : _bWiley, _c2014. _93665
300			_axiii, 242 pages : _billustrations ; _c24 cm
449			_aNew Arrivals Nov 2021
504			_aIncludes bibliographical references and index.
505	8		_aMachine generated contents note: Foreword Preface Chapter 1 Sales Winners Sell Differently Chapter 2 What Is Insight Selling Chapter 3 Insight Selling and Value Chapter 4 Insight and Level 1: Connect Chapter 5 Insight and Level 2: Convince Chapter 6 Insight and Level 3: Collaborate Chapter 7 On Trust Chapter 8 Profile of the Insight Seller Chapter 9 Insight Selling Mistakes Chapter 10 Buyers Who Buy Insights Chapter 11 Getting the Most from Sales Training Epilogue Endnotes Appendix About RAIN Group About the Authors Index .
520			_a"What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike 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.Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller--the insight seller--is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read"--
650		0	_aSelling. _941358
650		0	_aStrategic planning. _929042
650		7	_aBUSINESS & ECONOMICS / Sales & Selling. _942161
690			_a0050 หนังสือได้รับบริจาค _99762
700	1		_aDoerr, John E. _967499
942			_cBK
988			_c835321
998			_asiriporn
999			_c835321 _d835321