Insight Selling - Your Customers Will Love You
Introduction Insight selling may not be a familiar term to you. Your customers too may not have heard of it. But use insight selling and both you and your customers will reap substantial benefits, not least of these is sustainable competitive advantage and long term success. What then is insight selling, and why is it so powerful? The starting point is an understanding of the different expectations of your customers. A simple approach to customer segmentation will reveal these expectations. Customer Segmentation The Customer Segmentation model provides an overview of the different relationships sought by customers of their suppliers. The model is a continuum representing your power as a supplier over a customer relationship, and your competitors' influencing power over the relationship. There are broadly five different types of customer relationships which you can have with key decision-makers within a customer account. These translate into five different buying style...
