The Challenger Sale: Taking Control of the Customer Conversation

图书标准信息

• 作者 Matthew、Brent Adamson 著
• 出版社 Penguin Books
• 出版时间 2013-02
• ISBN 9780670922857
• 定价 169.40元
• 装帧 平装
• 开本 其他
• 纸张 其他
• 页数 240页
• 正文语种 英语

【内容简介】

InTheChallengerSale,MatthewDixonandBrentAdamsonsharethesecrettosalessuccess:don'tjustbuildrelationshipswithcustomers.Challengethem

What'sthesecrettosalessuccess?Ifyou'relikemostbusinessleaders,you'dsayit'sfundamentallyaboutrelationships-andyou'dbewrong.Thebestsalespeopledon'tjustbuildrelationshipswithcustomers.Theychallengethem.

MatthewDixon,BrentAdamson,andtheircolleaguesatCEBhavestudiedtheperformanceofthousandsofsalesrepsworldwide.Andwhattheydiscoveredmaybethebiggestshocktoconventionalsaleswisdomindecades.

TheChallengerSalearguesthatclassicrelationship-buildingisthewrongapproach.Everysalesrepintheworldfallsintooneoffivedistinctprofiles,andwhileallofthesetypesofrepscandeliveraverageperformance,onlyone-theChallenger-deliversconsistentlyhighperformance.

Insteadofbludgeoningcustomerswithfactsandfeatures,Challengersapproachcustomerswithinsightsabouthowtheycansaveormakemoney.Theytailortheirmessagetothecustomer'sspecificneeds.Theyareassertive,pushingbackwhennecessaryandtakingcontrolofthesale.

Anysalesrep,onceequippedwiththerighttools,candrivehigherlevelsofcustomerloyaltyand,ultimately,greatergrowth.

【作者简介】

MatthewDixonandBrentAdamsonaremanagingdirectorswithCEBinWashington,D.C.