The Challenger Sale. How to Take Control of the Customer Conversation
Adamson Brent, Dixon Matthew
Код товара: 4929291
(0 оценок)Оценить
ОтзывНаписать отзыв
ВопросЗадать вопрос
1 / 3
1 / 3
Фиксированная скидка
Акция до 31.08.2026
-50%
2 715
5 430
Доставим в
г. МоскваКурьером
бесплатно от 10 000 ₽
В пункт выдачи
от 200 ₽
бесплатно от 10 000 ₽
Точная стоимость доставки рассчитывается при оформлении заказа
Издательство:
Год издания:
2019
Описание
Характеристики
The secret to sales success: don't just build relationships with customers. Challenge them
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.
Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied what determines the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
The Challenger Sale argues that classic relationship building is a losing approach. 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 facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale.
The things that make Challengers unique are teachable to the average sales rep. Once you understand how to identify Challengers, you can model their approach and embed it throughout your sales force. The authors explain how almost any average rep, equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.
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.
Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied what determines the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
The Challenger Sale argues that classic relationship building is a losing approach. 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 facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale.
The things that make Challengers unique are teachable to the average sales rep. Once you understand how to identify Challengers, you can model their approach and embed it throughout your sales force. The authors explain how almost any average rep, equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.
код в Майшоп
4929291
возрастная категория
18+ (нет данных)
количество томов
1
количество страниц
214 стр.
размеры
233x155x20 мм
ISBN
9780670922857
тип бумаги
офсетная (60-220 г/м2)
цвет
Красный
вес
308 г
язык
Английский
переплёт
Мягкая обложка
Отзывы
Вопросы
Поделитесь своим мнением об этом товаре с другими покупателями — будьте первыми!
Дарим бонусы за отзывы!
За какие отзывы можно получить бонусы?
- За уникальные, информативные отзывы, прошедшие модерацию
Как получить больше бонусов за отзыв?
- Публикуйте фото или видео к отзыву
- Пишите отзывы на товары с меткой "Бонусы за отзыв"
Задайте вопрос, чтобы узнать больше о товаре
The Challenger Sale. How to Take Control of the Customer Conversation
Упоминается в статьях:
Нон-фикшн
Если вы обнаружили ошибку в описании товара «The Challenger Sale. How to Take Control of the Customer Conversation» (авторы: Adamson Brent, Dixon Matthew), то выделите её мышкой и нажмите Ctrl+Enter. Спасибо, что помогаете нам стать лучше!