Sell more with insight

Stop turning up and doing the 'feature dump'

Nobody needs another product walkthrough

Your customers aren’t sitting around thinking:
"I hope a salesperson comes along and reads me their spec sheet."

What do they actually want?

Someone who helps them think differently
Someone who helps them see something they’ve not thought of

That’s what makes you valuable.

Insight is what separates top salespeople from the rest

Good sellers give answers
Great sellers ask better questions and share insights

You need to help your customers:
- Spot risks they’re ignoring
- See opportunities they’re missing

- Understand how others are getting ahead

Here’s how you do it (properly):

🔶 Do your homework before you speak to them

Basic stuff but many don’t do it

- What’s happening in their industry?
- What’s happening inside their business?
- What’s happening with their competitors?

You’ve got LinkedIn, Google, company reports, webinars, podcasts, AI platforms… no excuses

🔶 Bring relevant industry trends to the table

Stuff that makes them sit up and say "Ah… hadn’t thought of that."

- “Manufacturers are using predictive maintenance to cut downtime 30%.”
- “Retailers shifting to e-commerce are seeing margin growth.”
- “Companies investing in cybersecurity are reducing breaches by 50%.”

If you’re not saying things like this, you’re not adding value

🔶 Use competitive intelligence

Customers want to know what others are doing.

- “Others are already automating support and cutting costs by 25%.”

- “Your competitors are adopting AI-driven analytics to speed decisions.”

That's how you create healthy FOMO

🔶 Make it personal

Generic insights don’t land

Tie what you’re saying to their world

- Reference things they’ve told you
- Link to their stated goals
- Use examples from businesses like theirs

🔶 Ask decent questions

Insight isn’t just spouting facts - it’s about provoking thought

- “What’s stopping you from doing this already?”
- “What if you could increase efficiency by 20%?”
- “If budget wasn’t a constraint, what would you do differently?”

The aim is to challenge thinking (without being a pain)

Your job is to make people think

When you do that, you stop being ‘just another salesperson’...
... and start being someone they actually want to work with

How are you using insights in your sales conversations right now?