Sharing insights as part of the sales process is getting a lot of press these days. It makes sense that prospects are looking for relevant insights that will impact their business in world of abundant information.
But there are two mistakes I see salespeople making when sharing insights. Insights have to actually be relevant to the prospect and be truly insightful in order to speed up the sale. The mistakes I see most frequestly are:
- Sharing a deck of random facts and thinking they are insights.
- Sharing an insight and not turning it into an interesting conversation.