![]() ![]() ![]() Many sales organizations are embracing the lessons of The Challenger Sale lately. This marks a distinctive time in solution-selling, as the previous model of becoming a “relationship builder” has been proven by Neil Rackham (author of SPIN Selling) and others to actually be the least effective selling style. The typical model of asking open-ended questions to identify need, then selling to that need, then overcoming objections and closing, has become increasingly ineffective. Challenging and teaching the prospect, rather, should result in better opportunities and less price sensitivity. Feeling like they learned something from an expert results in higher client satisfaction, too. The book says that 53% of customer loyalty is based on the sales experience itself (19% from brand impact, 19% from product delivery and success, and 9% from the perceived value-to-cost ROI). Quick summary and highlights of The Challenger Sale by Matthew Dixon and Brent Adamson ![]()
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