From the course: Sales: Closing a Complex Sale
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Why third-party insights are most impactful
From the course: Sales: Closing a Complex Sale
Why third-party insights are most impactful
- When it comes to influencing your customer, insights are a very effective way to do so. We use insights at all junctures of our engagement based on the customer we are communicating with and the underlying point we are trying to make. Effective insights position the information in a less threatening way. The best insights are third-party insights. By using third-party sources, you remove the potential skepticism and personal agenda that comes attached to your opinion or product information. In today's information age, there are studies and surveys done on just about every imaginable situation or issue. Having a problem with long sales cycles? According to SBI, almost 60% of qualified deals end in no decision. Having an issue with employee turnover? According to a survey by G&A Partners, replacing a supervisory position will cost between 100 and 150% of the employee's annual salary. The point I'm making here is once you have a deep and intimate understanding of your customer's…
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