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The Challenger Sale: Taking Control of the Customer Conversation. - Couverture rigide

Adamson, Matthew Dixon And Brent

 
9781591844358: The Challenger Sale: Taking Control of the Customer Conversation.
Couverture rigide
ISBN 10 : 1591844355 ISBN 13 : 9781591844358
Editeur : Portfolio Penguin, 2012

Synopsis

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.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l'auteur

Matthew Dixon is a managing director and Brent Adamson is a senior director with sales and marketing practice of The Corporate Executive Board Company.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Portfolio Penguin
Date d'édition
2012
Langue
anglais
ISBN 10 
1591844355
ISBN 13 
9781591844358
Reliure
Relié
Nombre de pages
256
Coordonnées du fabricant
non disponible
Personne responsable
M.E.G Cards & Gifts
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