As someone who has spent the better part of my career in sales, whether pitching to consumers or other businesses, I am well aware of the trials that face the “business development” representative. As a Frontier Facilitator it was my job this month to speak to a group of sales professionals with an international insurance company on what we refer to as “Insight Selling."
The Insight Selling curriculum follows the mindset found in a book every sales professional should read called The Challenger Sale by Matthew Dixon. As sales professionals we often focus on being our clients' confidant, building a relationship with them that leads them to want to work with us (even if it's just out of guilt). Insight Selling introduces a better way. One that is longer lasting and built on a more sturdy and lasting foundation.
Our Insight Selling workshop teaches participants how to create stronger relationships by challenging their clients and uncovering new insights that help them address their biggest pain points.
We start this workshop by encouraging each participant to identify a current client. By the end of the course they have a clear path toward transforming their style of selling to one based on pushing, stretching, and challenging their clients for the mutual gain of both parties.
If you’re interested in bringing our Insight Selling workshop to your team, contact Katie Lackey. We would love to hang with your group for the day and learn from one another.
