The Challenger Sale: Taking Control of the Customer Conversation
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九品
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作者Matthew、Brent Adamson 著
出版社Penguin Group (USA) Incorporated
出版时间2011-11
装帧精装
货号113df
上书时间2024-08-30
商品详情
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图书标准信息
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作者
Matthew、Brent Adamson 著
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出版社
Penguin Group (USA) Incorporated
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出版时间
2011-11
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ISBN
9781591844358
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定价
214.00元
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装帧
精装
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开本
其他
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纸张
其他
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页数
240页
- 【内容简介】
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What'sthesecrettosalessuccess?Ifyou'relikemostbusinessleaders,you'dsayit'sfundamentallyaboutrelationships-andyou'dbewrong.Thebestsalespeopledon'tjustbuildrelationshipswithcustomers.Theychallengethem.
Theneedtounderstandwhattop-performingrepsaredoingthattheiraverageperformingcolleaguesarenotdroveMatthewDixon,BrentAdamson,andtheircolleaguesatCorporateExecutiveBoardtoinvestigatetheskills,behaviors,knowledge,andattitudesthatmattermostforhighperformance.Andwhattheydiscoveredmaybethebiggestshocktoconventionalsaleswisdomindecades.
Basedonanexhaustivestudyofthousandsofsalesrepsacrossmultipleindustriesandgeographies,TheChallengerSalearguesthatclassicrelationshipbuildingisalosingapproach,especiallywhenitcomestosellingcomplex,large-scalebusiness-to-businesssolutions.Theauthors'studyfoundthateverysalesrepintheworldfallsintooneoffivedistinctprofiles,andwhileallofthesetypesofrepscandeliveraveragesalesperformance,onlyone-theChallenger-deliversconsistentlyhighperformance.
Insteadofbludgeoningcustomerswithendlessfactsandfeaturesabouttheircompanyandproducts,Challengersapproachcustomerswithuniqueinsightsabouthowtheycansaveormakemoney.Theytailortheirsalesmessagetothecustomer'sspecificneedsandobjectives.Ratherthanacquiescingtothecustomer'severydemandorobjection,theyareassertive,pushingbackwhennecessaryandtakingcontrolofthesale.
ThethingsthatmakeChallengersuniquearereplicableandteachabletotheaveragesalesrep.OnceyouunderstandhowtoidentifytheChallengersinyourorganization,youcanmodeltheirapproachandembeditthroughoutyoursalesforce.Theauthorsexplainhowalmostanyaverage-performingrep,onceequippedwiththerighttools,cansuccessfullyreframecustomers'expectationsanddeliveradistinctivepurchaseexperiencethatdriveshigherlevelsofcustomerloyaltyand,ultimately,greatergrowth.
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