Matthew Dixon
The Challenger Sale
How To Take Control of the Customer Conversation
Ebook (EPUB Format)
THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLDIn The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge themWhat'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.Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom…
Mehr
Beschreibung
THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLDIn The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge themWhat'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.Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades.The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance.Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale.Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C.www.executiveboard.comwww.thechallengersale.com
CHF 13.00
Preise inkl. MwSt. und Versandkosten (Portofrei ab CHF 40.00)
Versandkostenfrei
Produktdetails
Weitere Autoren: Adamson, Brent
- ISBN: 978-0-670-92286-4
- EAN: 9780670922864
- Produktnummer: 17834213
- Verlag: Penguin Books Ltd
- Sprache: Englisch
- Erscheinungsjahr: 2012
- Seitenangabe: 240 S.
- Plattform: EPUB
- Masse: 2'905 KB
Über den Autor
Matthew Dixon and Brent Adamson
24 weitere Werke von Matthew Dixon:
How To Take Control of the Customer Conversation
Ebook (EPUB Format)
CHF 13.00
How To Take Control of the Customer Conversation
Ebook (EPUB Format)
CHF 13.00
How To Take Control of the Customer Conversation
Ebook (PDF Format)
CHF 106.50
Bewertungen
0 von 0 Bewertungen
Anmelden
Keine Bewertungen gefunden. Seien Sie der Erste und teilen Sie Ihre Erkenntnisse mit anderen.