<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=255109411347912&amp;ev=PageView&amp;noscript=1">
// Blog

Free Webinar - Become a Source of Insight for Buyers: How to Sell Ideas, Influence Buyers, and Drive Demand

Duration: 60 minutes with Q&A

Presenter:  Mike Schultz, President, RAIN Group & Author, Rainmaking Conversations

This live event has passed. Click here to view the recording.
 

Sales has changed drastically in recent years. Buyers are more educated and resourceful than ever before, causing sellers to search for elusive competitive edges, differentiation, and value add.

To find out what separates sales winners from the rest in major sales today, RAIN Group studied over 700 business-to-business purchases representing $3.1 billion. This research revealed that sellers who are perceived by buyers as sources of insight are more likely to win sales—and do so consistentlythan those who aren’t.

In this webinar, Mike Schultz, President of RAIN Group and author of Wall Street Journal bestseller Rainmaking Conversations, will share the keys to becoming a source of insight, including: 

  • 10 keys to becoming a source of insight for your buyers
  • The #1 hidden detractor holding sellers back from applying insight selling
  • 3 things every seller thinks they already do well that buyers simply don’t agree with
  • Common advice given to sellers that you should avoid at all costs if you want to be seen as a source of insight

This webinar is ideal for sellers and sales leaders who want to achieve top performance by creating conversations based on ideas, inspiring with insights, and differentiating in the selling process.

Click here to view the recording.
 

Mike Schultz is President of RAIN Group, a sales consulting and sales training company. He helps companies around the world unleash the sales potential of their teams. Mike is author of the Wall Street Journal bestseller, Rainmaking Conversations and Insight Selling. Follow Mike on Twitter at @Mike_Schultz.

Additional Reading
A New Way to Collaborate with Buyers

The more sophisticated and advanced sellers become, the more they make selling about conversations and collaboration, not presentations and pitching. Even their presentations become interactive collaborations when done right.

Cognitive Reframing: How to Get Buyers Off Auto-Pilot

The classic selling model has taught sellers to uncover needs and craft compelling solutions. It goes something like this: the buyer needs something and asks for it. You provide it. It's straightforward, but buyers are operating in their comfort zone.

What is Consultative Selling?

Since Mack Hanan coined the term in 1970, consultative selling has been the most widely accepted—and most pursued—sales approach. The approach is characterized as understanding buyer needs and positioning offerings as solutions to problems.

While this has been the go-to approach for many sellers, massive changes in buying technology and the vast amount of information on the internet is significantly changing how buyers buy at an unprecedented pace.

Comments