Insight Selling: How to sell value & differentiate your product with Insight Scenarios
"In 18-months, our pipeline tripled. Thanks largely to the improved  conversations with clients by applying the principals in this book."Gord Smith, Director of Sales - Hitachi Canada."Insight  Selling provides immediately actionable content to sales people who  want to sell "differently" and gain a competitive advantage. ... Insight  selling has become a must read to all our new sales people and we will  be delivering the workshop to 300 people this year. Highly recommended."Frederic Page, Sales Enablement - SAP"Insight  Scenarios are critical to selling value in today's customer-centric  economy.  This book delivers on how to challenge our customers thinking  without challenging the customer - which helps us deliver an exceptional  customer experience."Jeff Everton, Sales Enablement and Productivity - Epicor Software"Michael  has done an outstanding job of providing not only the rationale but  also practical ideas on winning in complex sales scenarios. Insight  Selling is a blueprint for excelling in a world where we are  increasingly seeing the commoditization of sales. The techniques in this  book work - I use them every day to help sellers create interest with  their prospects and customers, position unique benefits and unexpected  sources of value, and create a sense of urgency to act . I highly  recommend this book. "Anthony Wallace, Dir. Sales Readiness & Channel Execution APJ - CA Technologies