If you've read one of our more comprehensive books on Insight Sales and want to have a quick reference that you can use to remind yourself of the overall approach and key skills, we've chopped down the larger book to give you briefer content and an easier way to find what you want to review. Think of this book as the student's notes version – those bits and pieces that a serious reader might have hi-lighted with a yellow marker while reading one of our more comprehensive books on Insight Sales. We briefly review the process of getting ready to buy and what the salesperson must do to help move customers through their reality trough to a state of eagerness and anticipation. Then we present the “GET SMARTER” sales approach as an overview. In subsequent chapters, each of the steps is covered showing the goals and skills for each step. The material in this book is derived from observing the behaviour of a collection of high performance individuals. We've extracted the best practices of each of them and built this highly effective sales model. This approach is not magic but real world selling. This book is intended as a quick reference to remind you of the steps in the whole approach, what you want to accomplish at each step, and the skills you can use to do so. Keep the book close and refer to it whenever you want a quick refresher for what you can do with your own clients to deepen your own success and to enhance the success of your customers. In this quick guide you get the sturdy bones of the Insight Sales approach but you do not get the flesh – the explanations, rationale, examples and underlying values that are covered more comprehensively in each of our other books on Insight Sales.
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