![]() Helps the seller differentiate themselves from competitors who may be unable to compete with the level of customisation offered.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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