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Publisher's Summary

Selling value to B2B buyers today can feel like trying to stop a freight train that's hurtling towards the sales graveyard of commoditization and discounting. Today's empowered buyer has done research, has a clear idea of his or her firm's needs, and knows how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight. But how does a salesperson deliver insight so that it challenges the customer's thinking without challenging the customer? That's the question that this audiobook will answer.
In part one of this book, we will examine why Insight Selling will help you sell value and differentiate your product to empowered buyers. In part two, we will provide six reasons why Insight Scenarios™ trump verbal persuasion at delivering insight to your customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes. Finally, in part three, we will show you how to create insight scenarios so that you can not only arm your salespeople with insights, but so that you can also show them the most effective way to deliver them.
Once you have created your own insight scenarios, your salespeople will be more effective in two ways:

    They will be able to deliver insights without upsetting the buyer, and;
    They will be able to let the customer take your product out for a virtual test drive, so customers will discover for themselves the unique value of your product.
©2014 Michael Harris (P)2015 Michael Harris
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Customer Reviews

Most Helpful
5 out of 5 stars
By Michael Harris on 04-10-15

Great Audio- now narrated by professional actor

What about Dean Wendt’s performance did you like?

Dean is a professional narrator. I, the author, tried doing it myself. I thought it sounded good, but the reviews were terrible. So I quickly had it professionally done, because the reviews, 45 in total, for the book have been great. Oh well, live and learn.

Was this a book you wanted to listen to all in one sitting?

It takes only 1:39.

Any additional comments?

I've had great feed-back on the new recording. So I should thank those that left terrible reviews, because it inspired me to get it professionally done. Now the quality of the recording will not get in the way of the quality of the message. I hope you enjoy the book as much as I enjoyed writing it.

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3 of 3 people found this review helpful

1 out of 5 stars
By bradley robinson on 11-23-15


Narration is awful read way too fast. Has potential but I wasn't able to get anything out of it
Don't waste your time

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1 of 1 people found this review helpful

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