Website www. Details here www. Like ALL websites we use cookies. Be brave and stay. Don't live in fear. We respect your privacy. Accept Read More. Most companies focus entirely on facts and accomplishments, but this should be a narrative. This is your chance to influence what he knows. The success story tells about a client who overcame a big problem. Instead of telling your client what you know, share the story of how you discovered your insight. Click To Tweet. These stories help you finalize the decision process by reassuring your customer why your company is the best choice.
Your value stories explain to the customer how your company will behave in a variety of situations. Tell stories of a time when something went wrong, and how your company addressed the challenge. Teaching stories help you when your client sponsor is in a hole. You must teach your clients how to buy by teaching them what to value about your services. 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.
They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.
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.
Author : Mike Schultz,John E. What do winners of major sales do differently than the sellerswho almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors andworld-renowned sales experts, set out to find the answer.
When they compared the winners to the second-place finishers, theyfound surprising results. Not only do sales winners sell differently, they sellradically differently, than the second-place finishers.
In recent years, buyers have increasingly seen products andservices as replaceable. You might think this would meanthat the sale goes to the lowest bidder. Not true! A new breed ofseller—the insight seller—is winning the sale withstrong prices and margins even in the face of increasingcompetition and commoditization. In Insight Selling, Schultz and Doerr share thesurprising results of their research on what sales winners dodifferently, and outline exactly what you need to do to transformyourself and your team into insight sellers.
They introduce asimple three-level model based on what buyers say tip the scales infavor of the winners: Level 1 "Connect. Level 2 "Convince. Level 3 "Collaborate. They also found that much of the popular and current advicegiven to sellers can damage sales results. Insight Sellingis both a strategic and tactical guide that will separate the goodadvice from the bad, and teach you how to put the three levels ofselling to work to inspire buyers, influence their agendas, andmaximize value. If you want to find yourself and your team in thewinner's circle more often, this book is a must-read.
People forget facts, but they never forget a good story. But material for stories and anecdotes that can be used for your professional success surround you! Let the Story Do the Work shows you how to mine your experience for simple narratives that will achieve your goals.
In his wonderful new book, Warren distills a lifetime of sales training into sixteen actionable tools, which, if you use them, will guarantee that you too reach your goals. Warren says it all in a way that's not only easy to understand, but even easier to implement. No need to ever read another book on this subject. Through motivation and education, Warren Greshes has captivated our very best top managers and producers. He pushes them to succeed and to keep their goals out in front of them, all the while maintaining a clear message, infused with his sense of humor.
Warren has helped pave our way to success. His grassroots ideas are practical, designed for immediate implementation, and are sure to lead to top-notch results. This book is a must-read for those new to sales and those veteran salespeople who want to take their skills to the next level. Topics : Selling the Difference. Why Change? Why Outcome-Centric? The Outcome-Centric Selling Blog. Find me on: LinkedIn Twitter. Latest Posts. Most Popular Posts.
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