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 Saleargues 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.
Get more details @ http://www.ypcart.com/buy/the-challenger-sale-taking-control-of-the-customer-conversation-1591844355/
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