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

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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.
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    Alena Pytyatinamembuat kutipantahun 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.
    Eskholt v/Jens Ole Biemembuat kutipantahun lalu
    By showing them a problem they hadn’t previously known, you not only encourage them to acknowledge their issues, but also display your value and your ability to actually help.
    Maria Puchkinamembuat kutipan4 tahun yang lalu
    Challenging customers lets them acknowledge their problems and recognize that you can help
    Many reps refuse to push customers, focusing instead on keeping them comfortable. But truly effective sales requires challenging ideas and tough realizations: to get clients to think outside the box, you need to take them out of their comfort zones

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