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The Challenger Sale

Author: Matthew Dixon
Publisher: Redline Wirtschaft
ISBN: 3864147239
Size: 22.70 MB
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Gibt es ein Rezept für Verkaufserfolg? Die meisten Führungskräfte im Vertrieb verweisen hier zuerst auf eine gute Kundenbeziehung – und sie liegen falsch damit. Die besten Verkäufer versuchen nicht nur einfach eine gute Beziehung zu ihren Kunden aufzubauen – sie stellen primär die Denkweisen und Überzeugungen ihrer Kunden in Frage. Basierend auf einer umfassenden Studie mit mehreren tausend Vertriebsmitarbeitern in unterschiedlichen Branchen und Ländern, zeigt "The Challenger Sale", dass das klassische vertriebliche Vorgehen mit dem Aufbau von Beziehungen immer weniger funktioniert, je komplexer die Lösungen sind. Doch wie unterscheiden sich Fertigkeiten, Verhaltensweisen, Wissen und Einstellung der Spitzenverkäufer vom Durchschnitt? Die Studie zeigt deutlich, dass die Verhaltensweisen, die den Challenger so erfolgreich machen, replizierbar und strukturiert vermittelbar sind. Die Autoren erklären, wie fast jeder Verkäufer, ausgestattet mit den richtigen Werkzeugen, diesen Ansatz erfolgreich umsetzen kann und so höhere Kundenbindung und letztendlich mehr Wachstum generiert. Das Buch ist eine Quelle der Inspiration und hilft dem Leser, sein Profil als Vertriebler zu analysieren und gezielt zu verändern, um am Ende kreativer und besser zu sein.

The Challenger Sale

Author: Matthew Dixon
Publisher: Redline Wirtschaft
ISBN: 3864147220
Size: 39.34 MB
Format: PDF, Docs
View: 4632
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Gibt es ein Rezept für Verkaufserfolg? Die meisten Führungskräfte im Vertrieb verweisen hier zuerst auf eine gute Kundenbeziehung – und sie liegen falsch damit. Die besten Verkäufer versuchen nicht nur einfach eine gute Beziehung zu ihren Kunden aufzubauen – sie stellen primär die Denkweisen und Überzeugungen ihrer Kunden in Frage. Basierend auf einer umfassenden Studie mit mehreren tausend Vertriebsmitarbeitern in unterschiedlichen Branchen und Ländern, zeigt „The Challenger Sale“, dass das klassische vertriebliche Vorgehen mit dem Aufbau von Beziehungen immer weniger funktioniert, je komplexer die Lösungen sind. Doch wie unterscheiden sich Fertigkeiten, Verhaltensweisen, Wissen und Einstellung der Spitzenverkäufer vom Durchschnitt? Die Studie zeigt deutlich, dass die Verhaltensweisen, die den Challenger so erfolgreich machen, replizierbar und strukturiert vermittelbar sind. Die Autoren erklären, wie fast jeder Verkäufer, ausgestattet mit den richtigen Werkzeugen, diesen Ansatz erfolgreich umsetzen kann und so höhere Kundenbindung und letztendlich mehr Wachstum generiert. Das Buch ist eine Quelle der Inspiration und hilft dem Leser, sein Profil als Vertriebler zu analysieren und gezielt zu verändern, um am Ende kreativer und besser zu sein.

The Challenger Sale

Author: Matthew Dixon
Publisher: Penguin UK
ISBN: 0670922862
Size: 77.42 MB
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THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them 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. 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.com www.thechallengersale.com

Summary The Challenger Sale Taking Control Of The Customer Conversation By Matthew Dixon Brent Asamson The Mw Summary Guide

Author: The Mindset Warrior
Publisher: K.P.
ISBN:
Size: 74.58 MB
Format: PDF, ePub
View: 1728
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An Easy to Digest Summary Guide... ★☆BONUS MATERIAL AVAILABLE INSIDE★☆ The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? ✅ Maybe you haven't read the book, but want a short summary to save time? ✅ Maybe you'd just like a summarized version to refer to in the future? ✅ In any case, The Mindset Warrior Summary Guides can provide you with just that. Lets get Started. Download Your Book Today.. NOTE: To Purchase the "The Challenger Sale"(full book); which this is not, simply type in the name of the book in the search bar of your bookstore.

Summary Of The Challenger Sale By Matthew Dixon And Brent Adamson Conversation Starters

Author: Paul Adams /. Bookhabits
Publisher: Blurb
ISBN: 9780464953104
Size: 29.80 MB
Format: PDF, Docs
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The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson: Conversation Starters The Challenger Sale opens with this question: What's the secret to sales success? Most business leaders would answer the question with relationships. While that is fundamentally true, Matthew Dixon and Brent Adamson argues that it is not encough to build relationships with customers. To be successful, business leaders need to challenge their relationships. Dixon and Adamson needed to understand what sets apart top-performing reps from the average performing ones. Together with their colleagues at Corporate Executive Board, Dixon and Adamson investigates the attitudes, behaviors, knowledge and skills that matter to reps that have the highest sales performance. Their discovery may come as a shock to decades-old conventional sales wisdom. SPIN Selling author Professor Neil Rackham says that Dixon and Adamson's research is "game-changing." His advice is not just to read it but... A Brief Look Inside: EVERY GOOD BOOK CONTAINS A WORLD FAR DEEPER than the surface of its pages. The characters and their world come alive, and the characters and its world still live on. Conversation Starters is peppered with questions designed to bring us beneath the surface of the page and invite us into the world that lives on. These questions can be used to... Create Hours of Conversation: - Promote an atmosphere of discussion for groups - Foster a deeper understanding of the book - Assist in the study of the book, either individually or corporately - Explore unseen realms of the book as never seen before Disclaimer: This book you are about to enjoy is an independent resource meant to supplement the original book. If you have not yet read the original book, we encourage you to before purchasing this unofficial Conversation Starters.

Summary Of The Challenger Sale

Author: The Mindset Warrior
Publisher:
ISBN: 9781982017095
Size: 14.20 MB
Format: PDF
View: 768
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An Easy to Digest Summary Guide... ” BONUS MATERIAL AVAILABLE INSIDE “ If you're looking for alternative methods to heal from certain diseases or you're simply looking to recharge your mitochondrial health for a more energizing life experience, you're going to want to read this one.. The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? Maybe you haven't read the book, but want a short summary to save time? Maybe you'd just like a summarized version to refer to in the future? In any case, The Mindset Warrior Summary Guides can provide you with just that. Lets get Started. Download Your Book Today.... NOTE: To Purchase the "The Challenger Sale"(full book); which this is not, simply type in the name of the book in the search bar of Amazon

Summary Of Mathew Dixon And Brent Adamson S The Challenger Sale

Author: Sumoreads
Publisher: Createspace Independent Publishing Platform
ISBN: 9781548512965
Size: 25.73 MB
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PLEASE NOTE: This is a summary, analysis and review of the book and not the original book. Matthew Dixon and Brent Adamson's insightful book, The Challenger Sale: Taking Control of the Customer Conversation offers the results of their research on thousands of sales reps and the best way to sell. This SUMOREADS Summary & Analysis offers supplementary material to "The Challenger Sale" to help you distill the key takeaways, review the book's content, and further understand the writing style and overall themes from an editorial perspective. Whether you'd like to deepen your understanding, refresh your memory, or simply decide whether or not this book is for you, SUMOREADS Summary & Analysis is here to help. Absorb everything you need to know in under 20 minutes! What does this SUMOREADS Summary & Analysis Include? Executive Summary of the original book Editorial Review Key takeaways & analysis of each section A short bio of the the authors Original Book Summary Overview In "The Challenger Sale," Dixon and Adamson dig through mountains of research on thousands of sales reps to find what makes some reps exceptional performers in a complex sales environment. Their findings are conclusive: the best sales reps challenge customers to think differently about their business and push them to act on needs they didn't know they had. Packed with proven insights and practical guidelines for implementing the Challenger Sales Model, this book is the harbinger of a sales revolution that is long overdue. "The Challenger Sale" is a must-read for any salesperson, team leader, or senior executive. BEFORE YOU BUY: The purpose of this SUMOREADS Summary & Analysis is to help you decide if it's worth the time, money and effort reading the original book (if you haven't already). SUMOREADS has pulled out the essence-but only to help you ascertain the value of the book for yourself. This analysis is meant as a supplement to, and not a replacement for, "The Challenger Sale."

Erfolgreich Verkaufen F 1 4r Dummies

Author: Tom Hopkins
Publisher: John Wiley & Sons
ISBN: 3527811133
Size: 74.69 MB
Format: PDF, ePub
View: 4036
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Verkaufen ist Kampf, verkaufen ist Kunst und gemeinhin wird es unterschï¿1⁄2tzt. Ein guter Verkï¿1⁄2ufer braucht Strategie, Leidenschaft und das richtige Handwerkszeug. Die Leidenschaft mï¿1⁄2ssen Sie schon selbst aufbringen, aber Strategie und Handwerkszeug finden Sie in ï¿1⁄2Erfolgreich Verkaufen fï¿1⁄2r Dummiesï¿1⁄2. Tom Hopkins ist als Verkï¿1⁄2ufer zum Multimillionï¿1⁄2r geworden und lï¿1⁄2ftet fï¿1⁄2r Sie nun die Geheimnisse seines Erfolgs. Er erklï¿1⁄2rt Ihnen, wie Sie Termine setzen, sich richtig prï¿1⁄2sentieren, was Sie ï¿1⁄2ber Ihr Produkt wissen mï¿1⁄2ssen, wie Sie Bedenken zerstreuen und zu guter Letzt den Abschluss tï¿1⁄2tigen. Ist das alles? Noch lange nicht, er verrï¿1⁄2t Ihnen auch, warum Sie nicht zu viel ï¿1⁄2ber Ihr Produkt verraten sollten ...

The Challenger Sale In 30 Minutes

Author:
Publisher: Callisto Media Inc
ISBN: 1623152097
Size: 26.59 MB
Format: PDF, ePub, Mobi
View: 813
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0 0 1 275 1574 Callisto Media 13 3 1846 14.0 Normal 0 false false false EN-US JA X-NONE /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Table Normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-parent:""; mso-padding-alt:0in 5.4pt 0in 5.4pt; mso-para-margin:0in; mso-para-margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:12.0pt; font-family:Cambria; mso-ascii-font-family:Cambria; mso-ascii-theme-font:minor-latin; mso-hansi-font-family:Cambria; mso-hansi-theme-font:minor-latin;} The Challenger Sale ...in 30 minutes is your guide to quickly understanding the important sales lessons outlined in the best-selling book The Challenger Sale: Taking Control of the Customer Conversation. In The Challenger Sale, best-selling authors Matthew Dixon and Brent Adamson reveal the key to being a successful salesperson, even in the midst of a global recession. Through massive global research and data collected from more than ninety companies, the authors reveal that the best method for closing sales is to use a style called the “Challenger sale.” The Challenger sale is a unique strategy in which a salesperson challenges and confronts the beliefs of a customer and pushes him out of his comfort zone. Through their detailed research, Dixon and Adamson make the compelling argument that you do not have to build a relationship to make a sale—instead, you have to use a Challenger sale to push your customers to think differently about what they need, and then give them a solution. The Challenger Sale is a necessary guidebook for both salespeople and sales managers who want to increase their sales across the board. Use this helpful guide to understand The Challenger Sale in a fraction of the time, with tools such as: · Concise synopsis, which examines the principles of The Challenger Sale · In-depth analysis of useful concepts from The Challenger Sale, such as "Solution Sales" and "Challenging the Core Sales Staff" · Practical applications for adopting the Challenger sale style into your business's sale and marketing strategies · Extensive recommended reading list and glossary to improve your knowledge about the Challenger sale method As with all books in the 30 Minute Expert Series, this book is intended to be purchased alongside the reviewed title, The Challenger Sale: Taking Control of the Customer Conversation.