How To Improve Lead Generation Using Insight Selling!
Stefan Koks
Technology Solutions Evangelist | AI Consciousness Researcher | Creative Innovation Pioneer | Business Development Strategist
Dear Followers,
Welcome to the first edition of Cyber Command News newsletter on LinkedIn! In this edition, I am excited to share valuable insights on how to boost your lead generation through the use of the effective insight selling methodology.
In today's fast-paced business world, sales professionals need to be equipped with the best tools and techniques to close deals. One such technique is Insight Selling. It's not just a powerful sales methodology, but also an art that requires a sense of humour, creativity, and analytical skills.
What is Insight Selling?
Insight Selling is a sales methodology that focuses on providing your customer with valuable insights and perspectives to help them make informed decisions. It requires sales professionals to have in-depth knowledge of the customer's industry, business, and pain points to offer tailored solutions that address their specific needs.
Insight Selling is not about pushing products or services but about understanding the customer's needs and offering them a unique perspective that they may not have considered before. This approach builds trust and credibility with the customer, which is essential for closing deals.
In other words, by using data and analytics, insight selling helps salespeople to identify opportunities that the customer may not have considered and present them in a compelling way. This approach is particularly effective for complex sales that involve multiple stakeholders and a long sales cycle.
For example, let's say a salesperson is selling marketing services to a small business owner. Instead of just pitching their services, the salesperson could provide the customer with insights about the latest marketing trends and best practices. They could share statistics about the effectiveness of different marketing channels and provide recommendations based on the customer's specific goals and budget.
Cold Calling Phone Examples
Now, for some funny examples of how insight selling could sound on the phone:
Example 1: The latest AI Hoover on the market that helps hotels getting the cleanest and fastest results on the planet.
Salesperson: Hello! Is this the hotel manager? My name is John, and I'm calling from the future.
Customer: What? From the future?
Salesperson: Yes, well, kind of. You see, I'm calling from the year 2030, where we have the latest AI-powered Hoover on the market. It's so advanced that it can clean your entire hotel in just a few hours, and it's guaranteed to give you the cleanest results on the planet!
Customer: Really? That sounds too good to be true.
Salesperson: I know it does, but I have the data to back it up. With the reduction of time for household chores due to the Work from Home model, people now have higher expectations for cleanliness, and we can help you meet those expectations. Plus, our Hoover comes with app-based cleaning solutions, so you can monitor the cleaning process from your phone.
Customer: Wow, that's impressive. But what about sustainability?
Salesperson: Ah, I'm glad you asked. Our Hoover is not only efficient, but it's also environmentally-friendly. It has HEPA filters and uses sustainable materials, making it the perfect choice for hotels that care about the planet.
Customer: Well, you've convinced me. When can I get one of these futuristic Hoovers?
Salesperson: Great! We can set up a demo for you next week, and I'll show you how it works. And don't worry, I'll leave my time machine at home this time.
Example 2: resolve a crisis the company you call has with keeping their customers satisfied, avoiding negative reviews on social media.
Salesperson: Hello, this is John from the future. How are you doing today?
Customer: Uh, sorry, from the future?
Salesperson: Yes, sir. I'm calling from the year 2050, and I've seen the future of your company's reputation. It's not looking good. But don't worry, I'm here to help.
Customer: Okay, I'm listening.
Salesperson: You see, in the future, customer satisfaction is more important than ever. People are sharing their experiences online, and negative reviews can spread like wildfire. But we have the solution to your crisis. Our online tools can help you keep your customers happy and avoid those nasty reviews.
Customer: That sounds interesting. But how does it work?
Salesperson: Well, our tools use AI to analyse customer feedback and identify the root cause of any issues. Then, it provides you with actionable insights to improve your customer experience. And the best part? It's all automated, so you can focus on running your business.
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Customer: Hmm, that does sound helpful. But what about the cost?
Salesperson: Ah, I knew you'd ask that. You see, in the future, our tools are so efficient that they pay for themselves. Our clients have seen a 30% increase in customer satisfaction and a 20% decrease in negative reviews. That's a huge return on investment.
Customer: Okay, you've got my attention. How can I see these tools in action?
Salesperson: Great! We can set up a demo next week to show you how it works. And if you like it, we can get you started right away.
Customer: Sounds good to me. Thanks for calling, John from the future.
Salesperson: My pleasure, sir. Remember, the future is bright if you have happy customers. Talk to you soon!
Example 3: asking probing questions and presenting compelling data.
Salesperson: Hi there, I'm calling from Widget Corp. I understand that you're interested in our new line of widgets, is that correct?
Customer: Yes, that's right.
Salesperson: Great! Now, have you ever thought about how your current widgets might be holding you back? Are they causing you more headaches than they're worth?
Customer: Um, I guess I haven't really thought about it.
Salesperson: Well, let me tell you, our new widgets are like a breath of fresh air. They'll make your life so much easier, you'll wonder how you ever managed without them. Plus, they'll save you time and money in the long run. How does that sound?
Customer: Hmm, I'm not sure...
Salesperson: Trust me, once you try our widgets, you'll never go back. And you know what they say, once you go Widget Corp, you never go back! What you say?
Customer: I guess a look cannot harm. Can I see your widgets in action?
Salesperson: Sure, let's book a meeting for next week. In a video call I can present you how our widgets can help your business to thrive.
Conclusion Creating More Leads Using Insight Selling
While these examples are obviously exaggerated for comedic effect as well, it does illustrate some of the key principles of insight selling. By asking probing questions and presenting compelling data, the salesperson is able to create a sense of urgency and persuade the customer to take action.
In conclusion, Insight Selling is not only a powerful sales methodology but also an art that requires a sense of humour and creativity. By using data and analytics, combined with a funny and engaging approach, salespeople can build stronger relationships with customers and close more deals.
So, next time you're on a sales call, remember to add a touch of humour and be creative. You never know where it might lead you.
I hope this article will help you to generate more leads and close more business deals for your organisation in the future.
I love to hear your experiences and what you think about Insight Selling. Are you using this methodology already? What are your experiences?
Please share and like this article if you found it useful, so it can also help others along their way.
Stefan Koks, Editor in Chief of Cyber Command News
Feel free to contact me on LinkedIn, if you prefer a personal conversation.