Wir haben eine für Screen-Reader optimierte Seite erstellt. Um die Barrierefreiheit unserer Seite für Sie zu verbessern, bieten wir Ihnen eine einfacher zu navigierenden Seite an. Diese finden Sie unter der Web-Adresse www.audible.de/access.
The Challenger Sale Hörbuch

The Challenger Sale: Taking Control of the Customer Conversation (Int'l edit.)

Regulärer Preis:22,95 €
  • Details zum Angebot:
    • 1 Hörbuch pro Monat
    • 30 Tage kostenlos testen
    • Dann 9,95 € pro Monat
    • Jederzeit kündbar
  • - oder -

Inhaltsangabe

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. The need to understand what top-performing reps are doing that their average-performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance.

What they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

©2011 Matthew Dixon and Brent Adamson (P)2012 Gildan Media Corp

Kritikerstimmen

"The most important advance in selling for many years." (Neil Rackham, author of SPIN Selling)

Hörerrezensionen

Bewertung

3.5 (4 )
5 Sterne
 (1)
4 Sterne
 (1)
3 Sterne
 (1)
2 Sterne
 (1)
1 Stern
 (0)
Gesamt
4.3 (3 )
5 Sterne
 (2)
4 Sterne
 (0)
3 Sterne
 (1)
2 Sterne
 (0)
1 Stern
 (0)
Geschichte
3.3 (3 )
5 Sterne
 (1)
4 Sterne
 (0)
3 Sterne
 (1)
2 Sterne
 (1)
1 Stern
 (0)
Sprecher


Leider liegen hier noch keine Rezensionen vor.

Missbrauch melden

Entspricht diese Rezension nicht unseren Richtlinien für Rezensionen oder ist in anderer Weise unzumutbar und sollte deshalb von unserer Website entfernt werden? Dann klicken Sie bitte auf "Bei Audible melden".

Abbrechen

Vielen Dank!

Wir werden die Rezension prüfen und das Nötige veranlassen.