A Joosr Guide to... The Challenger Sale by Matthew Dixon and Brent Adamson

How to Take Control of the Customer Conversation

by Joosr

Subject categories
  • 9781785674501

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Although traditional approaches to sales suggest that salespeople should concentrate solely on making connections with clients and on keeping them comfortable, this is actually an extremely ineffective way to close a deal and make a profit. What if you were to do the opposite and instead challenge your customers?

These days customers expect more from salespeople than simply being affable and accommodating: they want you to offer expert insights and challenging interactions. The Challenger Sale shows you how to give them exactly this, pushing them out of their comfort zones and into success with a bold new approach to business-to-business selling.

You will learn:

· How to hold firm on price without alienating your customers

· Why meetings with clients should be an opportunity to teach rather than learn

· How to create pitches that get support from stakeholders throughout the customer's company.

  • Joosr Ltd; September 2016
  • ISBN: 9781785674501
  • Read online, or download in secure ePub format
  • Title: A Joosr Guide to... The Challenger Sale by Matthew Dixon and Brent Adamson
  • Author: Joosr
  • Imprint: Joosr
Subject categories
  • 9781785674501