Synopsis of challenger sale8/22/2023 ![]() ![]() We rarely consider the customer enough in this exchange, who must come first for any sales model to be effective.Ĭue ‘solution selling’ – identifying a customer’s particular pain point and customising your product or service to provide the exact solution. When we think of sales, we often only consider sharp-tongued salesmen convincing customers to whip out their credit card. Instead of selling through persuasion, they sell through teaching. The authors have instead utilised research to create a new kind of salesperson: The Challenger. Slick salespeople using this tactic tend to breed mistrust. ![]() ![]() The old sales adage of “Always Be Closing” has been popularised across the industry, but it’s actually not the most effective method. Sales strategies have evolved from their old one-sized-fits-all past into customised, individual solutions for each client. The Challenger Sale summary provides a model to do just that. ![]()
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