Insight Based Training

Evolutions in technology, allowing customers easier access to information and choices, and changes in purchasing behaviours are forcing sellers to up their game. Many people have already made up their minds what solutions they need before they even engage with a seller. These conclusions may have also been arrived at using inaccurate information. Often decisions are based primarily on price, so it is critical that sellers adapt and improve their sales techniques and approaches.

Sellers need to add value with the use of insight based selling, encouraging customers to think about their business requirements and challenges in a fresh way. This includes correcting buyer misunderstandings and misperceptions to help customers arrive at the best decisions for the business.

Rough Diamond’s Insight Based Training instructs sellers on progressive techniques that enable them to know when and how to utilise insights in strategic interchanges with customers. Sellers must be able to uncover issues not already recognised by the customer where they can give insight and create additional value for the buyer. This Insight Based Training course makes the seller more of a distinguishing factor in the customer’s mind and introduces pertinent insights and suggestions that add value to the overall buying experience as opposed to merely putting forward a straightforward solution.

Insight based selling has been shown to increase sales company’s revenue by:

• Aid customers corroborate, refine, and reset their thoughts about how to solve business issues in order to achieve their goals and targets
• Distinguishing sellers and their organisations by adding tailored value to the customer’s buying experience
• Boosting belief in their expertise
• Swaying the customer's decision-making process to connect with the seller’s distinctive competitive advantages

Rough Diamond’s Insight Based Selling will instruct your sellers how to:

• Plan for and drive an insight-based customer interaction
• Use insight based research and knowledge of the customer’s situation to enhance competitive advantage
• Correctly implement and utilise insight-led sales tools to create a compelling story that adds value for individual customers
• Implement insight-based techniques to develop, underpin, and sustain a climate of collaboration and mutual respect that nurtures value-added thinking about how to fulfil the customer’s goals and targets
• Rapidly fine-tune the conversation to probe, provoke, and sway the customer’s thought process to align opinions of the fundamental status of a customer’s concern and how to best solve it