Buyers know more than they used to and are further along the process than before. They are empowered buyers. However, they are not always right or through in their analysis. Salespeople add value by educating buyers to sort out information, find the right choices, avoid obstacles and make the right decisions. As a consequence, the need for sales interactions is greater than ever. It is the opportunity for the insight seller.
According to the methodology, “Insight sellers share new ideas and perspectives with their buyers, and they collaborate with buyers to develop the best solutions. They don’t just sell the value of their products and services, they are part of the value”.