The Challenger Sale

- Taking Control of the Customer Conversation

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The Challenger Sale
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Format:
Bog, hardback
Udgivelsesdato:
10-11-2011
Sprog:
Engelsk
Sidetal:
240

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Hvis du gerne vil lære lidt om hemmelighederne bag succes i salgsverdenen, så er “The Challenger Sale” af Matthew Dixon og Brent Adamson værd at tjekke op på.

“The Challenger Sale” handler om hvordan man som salgsperson og -virksomhed opnår succes – ikke bare ved at have et godt forhold til sine kunder, men ved at udfordre dem. Forfatterne har foretaget en lang række studier af salg, og fundet frem til præcis hvad det er der gør forskellen.

Bogen er rigtig god, hvis man vil være en god sælger, men også hvis man som leder af en virksomhed, kunne tænke sig et større salg.

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Bog, hardback

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Udgivelsesdato:
10-11-2011
ISBN13:
9781591844358
Vægt:
408 g
Dybde:
22 mm
Bredde:
160 mm
Højde:
231 mm
Forlag:
Portfolio
Målgruppe:
From age 18
Format:
Hardback
Udgave:
0
Forlagets beskrivelse 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.

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.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

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