Summary of Mike Schultz & John E. Doerr's Insight Selling

By IRB Media

Please note: This is a companion version & not the original book. Book Preview:

#1 The world of sales has changed significantly in the past few decades. Buyers have more information about you, your company, and the market than ever before. Solution sales concepts aren’t working as they once did, and many companies are calling us to ask how they can sell again.

#2 The winners of actual sales opportunities sell radically differently than the second-place finishers. In many ways, what winners do differently is both surprising and fascinating. Several key factors that set apart the winners are rarely discussed in the world of selling.

#3 The primary research for Insight Selling was conducted from the buyers’ perspective. We wanted to find out what the winners of actual sales opportunities were doing differently than the sellers who came in second place.

#4 The 3 levels of RAIN Selling are the basics, the basics applied, and the basics applied in combination. When applied in combination, there is a compounding effect as the various areas build on and reinforce each other.

• Language: English
• Publisher: IRB Media
• Release date: May 17, 2022
• ISBN: 9798822521643

IRB Media

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Book preview

Insights on Mike Schultz & John E. Doerr's Insight Selling

Contents

Insights from Chapter 1

Insights from Chapter 2

Insights from Chapter 3

Insights from Chapter 4

Insights from Chapter 5

Insights from Chapter 6

Insights from Chapter 7

Insights from Chapter 8

Insights from Chapter 9

Insights from Chapter 10

Insights from Chapter 11

Insights from Chapter 12

Insights from Chapter 1

#1

The world of sales has changed significantly in the past few decades. Buyers have more information about you, your company, and the market than ever before. Solution sales concepts aren’t working as they once did, and many companies are calling us to ask how they can sell again.

#2

The winners of actual sales opportunities sell radically differently than the second-place finishers. In many ways, what winners do differently is both surprising and fascinating. Several key factors that set apart the winners are rarely discussed in the world of selling.

#3

The primary research for Insight Selling was conducted from the buyers’ perspective. We wanted to find out what the winners of actual sales opportunities were doing differently than the sellers who came in second place.

#4

The 3 levels of RAIN Selling are the basics, the basics applied, and the basics applied in combination. When applied in combination, there is a compounding effect as the various areas build on and reinforce each other.

#5

Winners collaborate through behavior. They are perceived to be responsive, proactive, and easy to buy from. Buyers believe that the winners actually collaborate with them during the buying process, in other words.

#6

Winners sell solutions, not products. They connect with people and connect the dots between needs and solutions. This is a surprising finding, as it was thought that the end of solution sales was announced in the Harvard Business Review.

#7

The need for diagnosis has decreased as a factor in solution selling, as buyers no longer have a thorough understanding of why they find themselves in their current undesirable situation. Instead, sellers simply must understand buyers’ needs.

#8

Buyers are just as capable of sending sellers documents that explain their needs and expectations as sellers are of sending buyers documents that explain their needs and expectations.

#9

The most successful sellers focus on the positive aspects of the buyer’s situation, rather than just the