Three Ways to help Change the Conversation | SalesLatitude6 years ago
March 10 2014
[…] Use role selling to find out more about different key stakeholders at every level of the organization. We must […]
ReplyMarch 10 2014
[…] Use role selling to find out more about different key stakeholders at every level of the organization. We must […]
ReplyNovember 04 2013
[…] Use role selling to find out more about different key stakeholders at every level of the organization. We must […]
ReplySeptember 06 2013
[…] take longer, but it will allow you to have different types of conversations. As I stated in a previous blog, use the various roles within your own organization to talk to functionally similar individuals, […]
ReplyAugust 26 2013
Thank you for the comment. I agree that all are relevant depending on what you sell. However, with the plethora of data available at our fingertips, most buyers are too sophisticated and don't see the value in buying purely on product features and functions since product selling is all about the seller and does not take into account what the buyer is trying to achieve. Look at something like a smartphone. It has tons of features but different generations most likely use it differently. My dad, who is 80, uses the phone/camera/internet. I use the phone/camera/internet/music/some apps/text and my nephew who is 16 never uses the phone but uses apps/texts/camera, etc. That's where I think solution selling comes in play. I like how you viewed insight selling closer to the seedlings. Insight selling allows you to find out more about what all key stakeholders and influencers are trying to achieve and build upon the knowledge you garner so you can provide the solution that best suits the individual needs. And, since different levels of an organization have different goals, priorities and needs that all tightly align up and down the organization, it behooves sellers to use multiple roles within their organization to have like type conversations to understand the big picture at all levels. That is why I see insight selling and role selling similarly. I would love to hear your thoughts.
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Three Ways to Connect the Dots | SalesLatitude6 years ago
March 11 2014
[…] but it will allow you to have different types of conversations. As I stated in a previous blog, “Insight Selling: Just a New Name?”, use the various roles within your own organization to talk to functionally similar individuals, […]
Reply