• The Challenger Sale: Taking Control of the Customer Conversation
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The Challenger Sale: Taking Control of the Customer Conversation

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上海普陀
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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

上书时间2024-09-29

书友kw3053937的书摊

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图书标准信息
  • 作者 Matthew、Brent Adamson 著
  • 出版社 Penguin Group (USA) Incorporated
  • 出版时间 2011-11
  • ISBN 9781591844358
  • 定价 214.00元
  • 装帧 精装
  • 开本 其他
  • 纸张 其他
  • 页数 240页
【内容简介】
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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