El modelo y la metodología de ventas de Challenger se basan en un proceso de ventas que se centra en enseñar, adaptar y tomar el control de una experiencia de ventas. En esta sesión se comparten teorías y ejemplos para ayudarte a entender cómo adoptar este método de venta y ayudar al cliente a salir de su zona de confort.
ayudarlo a comprender mejor cómo centrarse en informar y enseñar a los clientes los problemas que desconocen, y la gravedad de esos problemas para justificar la adopción de medidas.
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"The Challenger Sale" by Brent Adamson and Matthew Dixon is a ground-breaking book that challenges traditional sales methods and offers a new approach to selling based on research of high-performing salespeople.
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman is a seminal work that expands upon the Challenger Sales methodology introduced in their previous book, "The Challenger Sale." This book delves into the complex dynamics of B2B buying groups and provides insights on how organisations can navigate and influence these intricate decision-making processes.
Objective: This session will explore ways to help you become stronger and more effective negotiators both with your colleagues and...
The objective of cross-selling can be to either increase the income derived from the client or to protect the relationship with the...
El modelo y la metodología de ventas de Challenger se basan en un proceso de ventas que se centra en enseñar, adaptar y tomar el...
Ever heard the phrase ‘don’t take my word for it’, how can you deliver this to your prospects and renewal clients?...
This session looks at methods to subtly qualify your decision maker to either genuinely be the 'sole yes person' or an influencer...
How do we demonstrate the value of our offering is better than either doing nothing, or that of our competition? This session gives...
If only our customers could be for life! But the reality is, since the moment your prospect turned in to a paying client, their assessment...
This session is 1 minute long. Closing is easy - just ask for the business... but the remaining 59 minutes is spent on the build up...