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This book takes a creative look at today's selling environment and how to prosper in it.
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Be sure to purchase the original copy before buying this unofficial summary and analysis. Warning: Please note that this is an independent addition to "The Challenger Sale" that supplements your understanding to the original book. We have analyzed everything for the author's audience so readers can utilize their techniques and key ideas within 15 minutes. Learning from the well respected authors, they have discovered the most accomplishing seller profile that dominates complex sales transactions. PLEASE NOTE: This is a summary and analysis of the book and not the original book.įrom the best selling book "The Challenger Sale: Taking Control of the Sale" by Matthew Dixon and Brent Adamson, Key Point Breakdowns has analyzed this book and broke down the main ideas for a quick and easy to read format for the Kindle. From the best selling book "The Challenger Sale: Taking Control of the Sale" Limited Time Discount: $3.99Īre You Looking To Optimize Your Selling Performance In Today's Environment?Ī 240 Page Bestselling Book Broken Down Into A High-Quality 15-Minute Read! This is based on deep research and sheds a new light on selling.Limited Time Discount: $3.99 Regularly Priced: $4.99 Are You Looking To Optimize Your Selling Performance In Today's Environment? A 240 Page Bestselling Book Broken Down Into A High-Quality 15-Minute Read! PLEASE NOTE: This is a summary and analysis of the book and not the original book. Having widespread support for suppliers across an organization is now vital – going straight to the decision maker no longer works. Research from the Corporate Executive Board, as indicated in The Challenger Sale, shows that in the current business environment, customers dont always.Hypothesis-based Selling involves leading with an hypothesis of the customer’s needs, informed by experience and research.The sales experience contributes more customer loyalty (53%) than the brand (19%), product and service delivery (19%), and value-to-price ratio (9%) put together.BOLD= Big, Outperforming, Leading edge, Difficult.SAFE = Small, Achievable, Following, Easy.The KPMG SAFE-BOLD framework allows you to score from 1-10 the scale, risk, innovativeness, and difficulty of issues.Solution and implementation map: how to fix it in detail with your product. Value proposition: introduce a new way, building confidence back up.Ħ. Emotional impact: humanize the problem.ĥ. Rational drowning: intensify the problem, then break it down.Ĥ. Reframe: shock the customer with the unknown.ģ. Warmer: build credibility through empathy.Ģ. Taking control of the sale: openly pursuing goals in a direct but non-aggressive way to overcome increased customer risk aversion. Tailoring for resonance: communicating sales messages in the context of the customer.ģ. Teaching for differentiation: delivering insight that reframes the way customers think.Ģ. Challengers provided double the number of high performers in the study, and at least half of them are more likely to succeed in a high complexity sales environment.ġ.They tailor their message to each customer, they are assertive (not aggressive), and push back where necessary to take control of the sale.Instead of leading with information about their company and its solutions, Challengers provide customers with surprising insights about how they can save or make money.Based on their study of 6,000 reps, the five types are the Hard Worker, the Challenger, the Relationship Builder, the Lone Wolf and the Reactive Problem Solver.Every sales rep in the world falls into one of five distinct profiles, and while all can deliver average performance, only the Challenger delivers consistently high performance.The best sales people don’t just build relationships with customers – they challenge them.
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The best sales people don’t just build relationships with customers – they challenge them.