en
Joosr

A Joosr Guide to… The Challenger Sale by Matthew Dixon and Brent Adamson

Beri tahu saya ketika buku ditambahkan
Untuk membaca buku ini unggah file EPUB atau FB2 ke Bookmate. Bagaimana cara mengunggah buku?
In today's fast-paced world, it's tough to find the time to read. But with Joosr guides, you can get the key insights from bestselling non-fiction titles in less than 20 minutes. Whether you want to gain knowledge on the go or find the books you'll love, Joosr's brief and accessible eBook summaries fit into your life. Find out more at joosr.com.

Although traditional approaches to sales suggest that salespeople should concentrate solely on making connections with clients and on keeping them comfortable, this is actually an extremely ineffective way to close a deal and make a profit. What if you were to do the opposite and instead challenge your customers?

These days customers expect more from salespeople than simply being affable and accommodating: they want you to offer expert insights and challenging interactions. The Challenger Sale shows you how to give them exactly this, pushing them out of their comfort zones and into success with a bold new approach to business-to-business selling.

You will learn:

· How to hold firm on price without alienating your customers

· Why meetings with clients should be an opportunity to teach rather than learn

· How to create pitches that get support from stakeholders throughout the customer's company.
Buku ini saat ini tidak tersedia
19 halaman cetak
Tahun publikasi
2016
Sudahkah Anda membacanya? Bagaimanakah menurut Anda?
👍👎

Kutipan

  • Alena Pytyatinamembuat kutipan4 tahun yang lalu
    Taking a “tough love” approach helps customers see both the problems they’re facing and how you can solve them.
  • Alena Pytyatinamembuat kutipan4 tahun yang lalu
    Explain how bad things got and how difficult it was for them—and back this up with data that shows just how much money they’re losing through their poor decisions.
  • Alena Pytyatinamembuat kutipan4 tahun yang lalu
    After all, if you want them to accept your product or service, then you need to get them to recognize the scale and urgency of their problems, and your capacity to solve them.

Di rak buku

fb2epub
Seret dan letakkan file Anda (maksimal 5 sekaligus)