ºÝºÝߣshows by User: InsightDemand / http://www.slideshare.net/images/logo.gif ºÝºÝߣshows by User: InsightDemand / Thu, 23 Jun 2016 15:29:11 GMT ºÝºÝߣShare feed for ºÝºÝߣshows by User: InsightDemand Discovery Questions Template /slideshow/discovery-questions-template/63383351 discoveryquestionstemplate-160623152911
It’s counter intuitive, but if you want your salespeople to challenge the status quo and create value with discovery questions, I believe they first need to know the answers before they are able to ask the questions. Why? Imagine you’re directing someone to a destination: They’ve misinterpreted your directions, and they are now lost. How are you going to get them back on course when all you have are written directions? After working as a business partner at one of the largest question based sales methodology companies for 5-years, it was my experience that most salespeople find themselves in the same dilemma when they try to direct customers to value with questions. The customer’s answers never follow the sequential nature of the questioning model, because it’s too inflexible to adjust to the fluidity of a business conversation. To get customers back on course, salespeople don’t need better directions, they need a map. If salespeople, for example, know the answers behind the questions, the answers will paint a picture that salespeople can use as a map. With this map, they can guide customers with directed questions to unrecognized or misunderstood problems, and thereby, create value for their product. ]]>
It’s counter intuitive, but if you want your salespeople to challenge the status quo and create value with discovery questions, I believe they first need to know the answers before they are able to ask the questions. Why? Imagine you’re directing someone to a destination: They’ve misinterpreted your directions, and they are now lost. How are you going to get them back on course when all you have are written directions? After working as a business partner at one of the largest question based sales methodology companies for 5-years, it was my experience that most salespeople find themselves in the same dilemma when they try to direct customers to value with questions. The customer’s answers never follow the sequential nature of the questioning model, because it’s too inflexible to adjust to the fluidity of a business conversation. To get customers back on course, salespeople don’t need better directions, they need a map. If salespeople, for example, know the answers behind the questions, the answers will paint a picture that salespeople can use as a map. With this map, they can guide customers with directed questions to unrecognized or misunderstood problems, and thereby, create value for their product. ]]> Thu, 23 Jun 2016 15:29:11 GMT /slideshow/discovery-questions-template/63383351 InsightDemand@slideshare.net(InsightDemand) Discovery Questions Template InsightDemand It’s counter intuitive, but if you want your salespeople to challenge the status quo and create value with discovery questions, I believe they first need to know the answers before they are able to ask the questions. Why? Imagine you’re directing someone to a destination: They’ve misinterpreted your directions, and they are now lost. How are you going to get them back on course when all you have are written directions? After working as a business partner at one of the largest question based sales methodology companies for 5-years, it was my experience that most salespeople find themselves in the same dilemma when they try to direct customers to value with questions. The customer’s answers never follow the sequential nature of the questioning model, because it’s too inflexible to adjust to the fluidity of a business conversation. To get customers back on course, salespeople don’t need better directions, they need a map. If salespeople, for example, know the answers behind the questions, the answers will paint a picture that salespeople can use as a map. With this map, they can guide customers with directed questions to unrecognized or misunderstood problems, and thereby, create value for their product. <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/discoveryquestionstemplate-160623152911-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br> It’s counter intuitive, but if you want your salespeople to challenge the status quo and create value with discovery questions, I believe they first need to know the answers before they are able to ask the questions. Why? Imagine you’re directing someone to a destination: They’ve misinterpreted your directions, and they are now lost. How are you going to get them back on course when all you have are written directions? After working as a business partner at one of the largest question based sales methodology companies for 5-years, it was my experience that most salespeople find themselves in the same dilemma when they try to direct customers to value with questions. The customer’s answers never follow the sequential nature of the questioning model, because it’s too inflexible to adjust to the fluidity of a business conversation. To get customers back on course, salespeople don’t need better directions, they need a map. If salespeople, for example, know the answers behind the questions, the answers will paint a picture that salespeople can use as a map. With this map, they can guide customers with directed questions to unrecognized or misunderstood problems, and thereby, create value for their product.
Discovery Questions Template from Insight Demand
]]> 4947 10 https://cdn.slidesharecdn.com/ss_thumbnails/discoveryquestionstemplate-160623152911-thumbnail.jpg?width=120&height=120&fit=bounds presentation Black http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 Prospect with stories /slideshow/prospecting-with-stories/16009118 prospecting2-130115131635-phpapp01
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]]> Tue, 15 Jan 2013 13:16:35 GMT /slideshow/prospecting-with-stories/16009118 InsightDemand@slideshare.net(InsightDemand) Prospect with stories InsightDemand <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/prospecting2-130115131635-phpapp01-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br>
Prospect with stories from Insight Demand
]]> 270 2 https://cdn.slidesharecdn.com/ss_thumbnails/prospecting2-130115131635-phpapp01-thumbnail.jpg?width=120&height=120&fit=bounds presentation White http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 Sell more by turning your PPT presentation into a Buying Simulator. /slideshow/buying-simulator-14117985/14117985 buyingsimulator-120830075126-phpapp01
Forget a data dump. Instead show vs. tell how real people solved real problems using your offering, so that your customers will feel as if they stepped inside a buying simulatorâ„¢, and took your offering out for a virtual test drive. As a result, customers will gain the insight needed to discover the value of your offering on their terms, so that they are inspired to step out of the status quo, take action, and invest through you into a better tomorrow. ]]>
Forget a data dump. Instead show vs. tell how real people solved real problems using your offering, so that your customers will feel as if they stepped inside a buying simulatorâ„¢, and took your offering out for a virtual test drive. As a result, customers will gain the insight needed to discover the value of your offering on their terms, so that they are inspired to step out of the status quo, take action, and invest through you into a better tomorrow. ]]> Thu, 30 Aug 2012 07:51:23 GMT /slideshow/buying-simulator-14117985/14117985 InsightDemand@slideshare.net(InsightDemand) Sell more by turning your PPT presentation into a Buying Simulator. InsightDemand Forget a data dump. Instead show vs. tell how real people solved real problems using your offering, so that your customers will feel as if they stepped inside a buying simulatorâ„¢, and took your offering out for a virtual test drive. As a result, customers will gain the insight needed to discover the value of your offering on their terms, so that they are inspired to step out of the status quo, take action, and invest through you into a better tomorrow. <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/buyingsimulator-120830075126-phpapp01-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br> Forget a data dump. Instead show vs. tell how real people solved real problems using your offering, so that your customers will feel as if they stepped inside a buying simulatorâ„¢, and took your offering out for a virtual test drive. As a result, customers will gain the insight needed to discover the value of your offering on their terms, so that they are inspired to step out of the status quo, take action, and invest through you into a better tomorrow.
Sell more by turning your PPT presentation into a Buying Simulator. from Insight Demand
]]> 2378 3 https://cdn.slidesharecdn.com/ss_thumbnails/buyingsimulator-120830075126-phpapp01-thumbnail.jpg?width=120&height=120&fit=bounds presentation White http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 Card game that teaches salespeople how to create stories that sell. /slideshow/story-selling-dice-rpg-11564963/11564963 storysellingdicerpg-120214074239-phpapp02
Storytelling Dice is a new role play game designed to teach your sales & marketing teams how to: • Make your value propositions stick like Velcro by telling relevant and memorable stories that inspire your customers to take action. • Think on their feet since every sales situation is different. • Have fun discussing how real people have used your offering to solve real problems. • Collect the tribal knowledge in a memorable story format just like we’ve been doing for over 10,000 years]]>
Storytelling Dice is a new role play game designed to teach your sales & marketing teams how to: • Make your value propositions stick like Velcro by telling relevant and memorable stories that inspire your customers to take action. • Think on their feet since every sales situation is different. • Have fun discussing how real people have used your offering to solve real problems. • Collect the tribal knowledge in a memorable story format just like we’ve been doing for over 10,000 years]]> Tue, 14 Feb 2012 07:42:37 GMT /slideshow/story-selling-dice-rpg-11564963/11564963 InsightDemand@slideshare.net(InsightDemand) Card game that teaches salespeople how to create stories that sell. InsightDemand Storytelling Dice is a new role play game designed to teach your sales & marketing teams how to: • Make your value propositions stick like Velcro by telling relevant and memorable stories that inspire your customers to take action. • Think on their feet since every sales situation is different. • Have fun discussing how real people have used your offering to solve real problems. • Collect the tribal knowledge in a memorable story format just like we’ve been doing for over 10,000 years <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/storysellingdicerpg-120214074239-phpapp02-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br> Storytelling Dice is a new role play game designed to teach your sales &amp; marketing teams how to: • Make your value propositions stick like Velcro by telling relevant and memorable stories that inspire your customers to take action. • Think on their feet since every sales situation is different. • Have fun discussing how real people have used your offering to solve real problems. • Collect the tribal knowledge in a memorable story format just like we’ve been doing for over 10,000 years
Card game that teaches salespeople how to create stories that sell. from Insight Demand
]]> 1218 5 https://cdn.slidesharecdn.com/ss_thumbnails/storysellingdicerpg-120214074239-phpapp02-thumbnail.jpg?width=120&height=120&fit=bounds presentation White http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 https://cdn.slidesharecdn.com/profile-photo-InsightDemand-48x48.jpg?cb=1526589370 Insight Demand is an Insight Selling sales training company. We show salespeople how to find, create, and deliver insights so that they are able to sell value and differentiate their product. Through a combination of insight scenarios™, listening, and questions, customers will realize that they’re not ankle deep in problems, but that they’re really drowning out in the middle of the lake. The result is that your salespeople will sell more, because they will be able to rescue more customers with your product. Our clients include such companies as Microsoft, Epicor Software, Eaton Corp and Transunion Corp (see testimonials video). www.InsightDemand.com www.InsightDemand.com https://cdn.slidesharecdn.com/ss_thumbnails/discoveryquestionstemplate-160623152911-thumbnail.jpg?width=320&height=320&fit=bounds slideshow/discovery-questions-template/63383351 Discovery Questions Te... https://cdn.slidesharecdn.com/ss_thumbnails/prospecting2-130115131635-phpapp01-thumbnail.jpg?width=320&height=320&fit=bounds slideshow/prospecting-with-stories/16009118 Prospect with stories https://cdn.slidesharecdn.com/ss_thumbnails/buyingsimulator-120830075126-phpapp01-thumbnail.jpg?width=320&height=320&fit=bounds slideshow/buying-simulator-14117985/14117985 Sell more by turning y...