Insight Sales (Retail) If you are a retail sales person, a salesperson working in any sales environment where customers come to you, or if you are about to become one, then this book is for you. If you are a retail sales manager that needs a sales process to teach to sales team members, this book is for you. This guide shows the sales approach and skills used by the best sales people in today's market place, those who succeed and excel whether the economy is hot or cold. Traditional sales methods such as persuasion, information giving, relationship building and consultative selling no longer work as they once did. Older sales approaches are no longer adequate in today's economic environment where customers are so cost oriented, have so many retail suppliers to choose from, where on-line suppliers are just a click away, and when competitors all assert lowest price. Sales people who rise to the top are those that intuitively challenge their customers to new insights. This is a book addressing the strategy and tactics of Insight Sales where the sales person uses a listening process that deepens the customer's understanding and delivers new insights about their own needs and wants, facilitates willingness to change, and leads to complete solutions not previously considered by the customer. Discover how the best sales people use the Insight Sales approach to help each customer achieve deeper insights about unique needs and an expanded understanding of what could be accomplished by solving real problems. The best sales people then provide complete solutions that lead to enhanced customer success. These sales people distinguish themselves by challenging their customers. The Insight Sales process respectfully challenges customer awareness of their situation, problems, costs, constraints, minimum expectations, most desired benefits and results, and brings about an eagerness to change. The overall sales process, as it should be performed, is presented in an organized series of steps and the important skills are identified for each step in the sales sequence. Clear retail sales examples show the skills in action. Effectively implemented, the Insight Sales process leads to greater customer success, very committed customers, larger sales, easier sales to referred customers, and increased personal satisfaction. It doesn't matter what you sell. It matters how you sell. Be exceptional and achieve sales at a higher level. Implement just one of the unique ideas in this book and you will more than recover your investment. Insight Sales (Retail) includes tips for retail sales managers who wish to improve the performance of their entire sales team.
Gary R. Ford, MBA, PhD After achieving undergraduate and master's degrees in business administration plus a PhD in Educational Psychology, Gary has had a varied career with all work experience leading to his development of sales training programs based on the new Insight Sales approach. He worked as a lecturer in a business program at the University of Alberta. He practiced as a registered psychologist doing counseling with individuals, couples, and families, as well as organizational development work with health, social service, legal and educational institutions. Through this work he developed his listening skills and expanded his understanding of change processes and systems theory. Seeking practical experience, he then made a radical career choice and operated a retail and corporate sales organization for 20 years, after which he entered his first retirement. Unable to sit still for long, he then worked as a Dean of Business with a start-up Canadian university for five years. Following the death of his spouse of 43 years, he retired again; and used his time to write and develop training materials on Insight Sales and Getting The S.P.I.C.E3.
