The authors further reveal the skills and behaviors that drive the performance of challengers. Apart from that, challengers push back rather than agree to the demands of customers. They make customers think from fresh angles. As per the “Challenger” sales approach, the salespeople control the sale. It is much more effective than the traditional approach of building a relationship with customers. The Challenger Sale helps discover a new sales method called the “Challenger” sales method. The authors say that the old-school method of relationship building is not suitable for complex and sizeable B2B solutions. This book has its base on an in-depth study of thousands of sales reps in various industries done by CEB Inc. The authors of the book, Matthew Dixon and Brent Adamson are the managing directors of CEB’s Sales Executive Council in Washington, D.C. Apart from providing a better way to approach customers, it also helps managers improve coaching, sales training, and customer loyalty. Written by Matthew Dixon and Brent Adamson, ‘The Challenger Sale’ is one book that salespeople recommend pretty often.
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