Structured Approach to Insight Selling Engagement PPT
This PPT slide, part of the 15-slide The Challenger Selling Model Primer PowerPoint presentation, outlines a structured approach to insight selling, emphasizing the importance of engaging customers through a compelling narrative that aligns with their business realities. It is divided into 6 key stages, each designed to guide the sales conversation effectively.
The first stage, "Warm up," focuses on establishing credibility. This involves presenting industry challenges that similar companies face, thereby creating a connection with the customer. It sets the stage for a meaningful dialogue by introducing the salesperson's understanding of the customer's key challenges and leveraging benchmarking to reinforce this credibility.
Next, "Reframe" introduces a new perspective. Here, the goal is to surprise the customer with insights that highlight either a larger problem or a more significant opportunity than they initially recognized. This stage is crucial for capturing the customer's interest and making them eager to learn more.
The "Rationalize" stage emphasizes the need to leverage fear, uncertainty, and doubt. This involves laying out a business case that connects the new perspective to the customer's economic drivers. By focusing on the return on investment related to addressing the challenge, this stage seeks to validate the proposed insights.
"Bind emotionally" aims to create a personal connection by illustrating how other companies have navigated similar challenges. This storytelling approach helps the customer see the relevance of the insights in their own context.
The fifth stage, "Present what's needed," involves a detailed review of the capabilities the customer needs to capitalize on the identified opportunity. This is followed by the final stage, "Why your solution is unique," which highlights the specific capabilities that differentiate the salesperson's organization from competitors.
This structured approach not only fosters a deeper understanding of the customer's needs, but also positions the salesperson as a trusted advisor capable of delivering tailored solutions.
This slide is part of the The Challenger Selling Model Primer PowerPoint presentation.
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