Announcing a New Book "INSIGHT SELLING - How to Sell Value & Differentiate Your Product with Insight Scenarios" by Michael Harris CEO Insight Demand Ltd.

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The book answers the question how to challenge the customer's thinking with insight, without challenging the customer? Think of the book as The Challenger Sale meets Made to Stick.

With all of the advice and information available on the internet, empowered Buyers want insight. They need to find out what all of the information means.

But that begs the question, "how do you challenge the customer's thinking with insight, without challenging the customer?"

That's the question this book seeks to answer. Learn why insights are more likely to make it past the Buyer's defensive wall if they are hidden inside an insight scenario, like a Trojan horse. And because they transport the Buyer out of the role of a critic, and into the role of a participant, they trump verbal persuasion.

Learn how to create insight scenarios. Just imagine if prospective customers could step inside a buying simulator, and take the product out for a virtual test drive.

Praise for the book:

“In 18-months, our pipeline tripled. Thanks largely to the improved conversations with clients by applying the principals in this book.”
Gord Smith, Director of Sales - Hitachi Canada.

“Insight Scenarios are critical to selling value in today’s customer-centric economy. This book delivers on how to challenge our customers thinking without challenging the customer – which helps us deliver an exceptional customer experience. “
Jeff Everton, Sales Enablement and Productivity - Epicor Software

About the author:

As CEO of Insight Demand, Michael enjoys showing salespeople how to find, create, and deliver insights so that they are able to sell value and differentiate their product. With a graduate degree in Finance and 12 years of Wall Street experience, Michael learned how to build business value. He then ran a finance company that grew to 125 employees and 250MM sales, and it was here he learned the power of loading the lips of his salespeople with the right messages. He then worked as a Business Partner at a Solution Selling Sales Training company and, after five years, he refined the totality of his many years of experience and formed Insight Demand

For more information on "INSIGHT SELLING- HOW TO SELL VALUE & DIFFERENTIATE YOUR PRODUCT WITH INSIGHT SCENARIOS" please go to, view the video book trailer or see the Amazon Author Page for Michael Harris

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Michael Harris
since: 03/2011
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