What is Insight Selling?
I think you'll find this blog helpful if you're anything like me. Even though I am using it daily, I had no idea there was such a thing as "Insight Selling." Let me begin with a simple description and explanation of what it is.
Insight selling is a term used to describe selling; the salesperson uses their knowledge and understanding of the customer's business to offer them advice and solutions tailored to their specific needs. Insight selling often requires the salesperson to understand the customer's industry and business challenges. This understanding allows the salesperson to provide valuable insights and recommendations.
At the time of this writing, I work as a "Senior Specialist Solutions Architect." I recently joined this position, never worked in the sales department before, so all sales terminologies are alien to me. It is a position that entails tasks and responsibilities such as,
- Understanding client challenges,
- What they are attempting to accomplish,
- And what we can do to solve those issues.
The process involves a series of meetings, often technical discussions and sometimes non-technical discussions. We try to gather as much information as possible to understand what the client wants to achieve. After that, we assess what technology, tools, and processes we can use to help them achieve their goal. We also develop a basic proof-of-concept project to demonstrate how to solve the problem. Make a list of solutions, suggestions, alternatives, and the best approaches to the problem. If the tools and technology are lacking in specific areas, We also bring that information to our internal team to improve the features in our product suite.
So in a way, I am familiar with the concept. Insight selling is different from traditional selling in that it focuses on helping the customer solve their problems rather than simply trying to sell them a product or service. Insight selling begins with the understanding that buyers are bombarded with content and myriad of information and don't have time to sift through it all. That's why sales reps need to provide insights that their buyers can act on. Rather than asking broad, open-ended questions (not saying anything wrong with the open-ended questions), sales reps need to focus on uncovering specific issues their buyers face. Only after they can provide the tailored solutions that buyers are looking for.
Using an insight selling approach, sales reps can cut through the noise and build relationships based on trust and mutual understanding. When done correctly, insight selling can result in repeat business and long-term customer loyalty.
It is an excellent place to end my blog since I want to keep it brief. If you Google this topic, you'll find many materials to help you understand it.
Have fun selling!