Insight Selling
Selling and buying are changing.
What it takes to win sales today is different than it was just a few years ago.
In our breakthrough research report, What Sales Winners Do Differently, we studied over 700 business-to-business purchases to find out what the winners of major sales opportunities do differently than the sellers who came in second place, but lost.
The #1 factor that separated sales winners from the rest was this:
We see this not only in our research, but also with our clients who are achieving significant sales success with an education and insight-based approach.
Not only are they selling more, they’re strengthening and deepening their client relationships while they’re at it.
Implementing insight selling, however, is fraught with challenges. Getting it done right is tricky. But those who do reap the rewards.
That’s why we created Insight Selling by RAIN Group, a comprehensive online training program that will help you become a true change agent for your buyers, resulting in increased sales and stronger client relationships.
It’s exactly what you need to transform yourself into an insight seller and ultimately find yourself in the winner’s circle more often.
In the program, you’ll learn:
- How to differentiate yourself and stand out from the pack
- How to tell convincing stories and present ideas that demand buyer attention and action
- 10 questions you can ask buyers that challenge their assumptions and shape their agendas
- How to secure insight discussions with top decision makers and create new opportunities
- How to identify buyers who buy insights (and those who don’t)
- How to make the business impact of your solution clear so you can sell more with less buyer resistance
- Step-by-step how to lead effective insight selling discussions
- How to avoid the most common insight selling mistakes
- And much more
Winning Sales is Tougher Than Ever
Buyers are more educated than ever.
Competition is stiff.
Buyer options are endless.
While it used to be enough to present a strong ROI case and sell the value of your products and services, there’s been a shift in how buyers buy.
What used to work is no longer cutting it.
Today’s buyers want and need your insights. They value sellers who share new perspectives and collaborate with them to develop the best solutions.
In fact today’s top sellers—those who find themselves in the winner’s circle more often than the rest—don’t just sell the value of their products and services, they become the value.
In Insight Selling by RAIN Group, we’ll teach you exactly how they do it.
What You’ll Learn That Will Transform the Way You Sell
In 10 lessons, we’ll walk you step-by-step through exactly what you need to know to become an insight seller and achieve greater sales success. Here’s an overview of what you’ll learn in each lesson.
Lesson 1: The Power of Selling Insights and Ideas
Sellers who educate with new ideas and perspectives, and who are seen as sources of insight by buyers, are winning the most sales. In this lesson, you’ll learn:
- The top 10 factors that separate sales winners from their competition—and how they apply to insight selling
- The 10 core characteristics that distinguish sellers who are great at selling insights and ideas
- How to make your ideas so compelling that they demand your buyers’ attention and action
- Why you must sell differently if you’re driving the demand for your product or service—vs. when a buyer comes to you with a specific need
- How to beat perceived commoditization of products and services
Lesson 3: Impact
What type of success will your buyer achieve if they buy from you? What failures will they see if they do nothing? The ability to clearly communicate the impact you can have on your buyer is an essential component of insight selling. This lesson will teach you:
- The two types of impact in sales
- How to make that impact tangible to buyers
- Why demonstrating impact builds credibility
- How articulating impact maximizes the buyer’s urgency to buy from you
- How to build your own impact model
Lesson 5: Asking Questions that Generate Insight
Many think that insight selling is only about educating buyers through presentations and telling them what to do. They’re missing out on the full impact they can bring to the table. This lesson will teach you why asking the right questions can lead to improved sales success. Specifically, you’ll learn:
- How asking incisive questions changes the way your buyer sees things and opens their minds to new opportunities
- How questions can draw people out of their comfort zone—and why this is a great thing for your sales
- 10 questions that will spark insight, inspiration, and action from your buyers
Lesson 7: Ideas for Insights Across the Buying Cycle
This lesson will explain how to handle insight selling at each buying and selling stage—from prospecting to closing. You’ll learn:
- 3 characteristics that all good insights share
- 5 insight-selling approaches you can use to generate meetings with prospects
- How to change a buyer’s action plan by providing a unique perspective on the problems they face, and how they should solve them
- Why you should push back on buyers’ assumptions during each stage of the buying process
Lesson 9: Understanding Trust in Insight Selling
If you want to have success with insight selling (or any selling for that matter), there’s one ingredient you can’t do without: trust. Without it, even the best sales tactics will fall flat. In this lesson you’ll learn:
- How trust and insight selling work together
- The 4 components of trust, and how they work together
-
How insights and trust work together to create long-term sales success
