Challenger Sale: Taking Control of the Customer Conversation

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Autorius:	Matthew Dixon, Brent Adamson
Puslapių skaičius:	240
Leidimo metai:	2011
Prekės ID:	68090526

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34³⁰ €

Pardavėjas: Knygynas Krisostomus 4.9

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Prekės aprašymas: Challenger Sale: Taking Control of the Customer Conversation

Profiling five distinct sales representative styles while arguing that one consistently outperforms the others, a guide based on a quantitative study of thousands of sales reps in various industries demonstrates how to achieve customer loyalty by delivering a distinctive purchase experience. What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Bendra informacija apie: Challenger Sale: Taking Control of the Customer Conversation

Prekės ID:	68090526
Kategorija:	Ekonomikos knygos
Prekės pakuočių kiekis:	1 vnt.
Pakuotės išmatavimai ir svoris (1):	0,2 x 0,16 x 0,24 m, 0,42 kg
Leidykla:	Penguin Putnam Inc
Leidinio kalba:	Anglų
Viršelio tipas:	Kietas
Formatas:	Tradicinė knyga
Tipas:	Ekonomika
Knyga su ištrauka:	Ne
Pardavėjas:	Knygynas Krisostomus
Autorius:	Matthew Dixon, Brent Adamson
Puslapių skaičius:	240
Leidimo metai:	2011

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