The Challenger Sale: How To Take Control of the Customer Conversation
This principle is also true in sales. An effective sales person first seeks to understand the needs, the concerns, the situation of the customer. The amateur salesman sells products; the professional sells solutions to needs and problems. It’s a totally different approach. The professional learns how to diagnose, how to understand. He also learns h
... See moreStephen R. Covey • The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
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Once the sales motion is under way, the normal approach is called solution selling, in essence a whole-product tailoring job to meet the specific needs of a particular prospect. In the early market, however, prospects may not even be aware they have a need to address. This can call for something we call provocation-based selling, in which the vendo
... See moreGeoffrey A. Moore • Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers (Collins Business Essentials)
Interrupting the customer. Because you know the answer! Constantly trying to add value and participate. Because you can fix the problem! Answering questions quickly. Because you are smart and know the answer! Not wanting to say, “I don’t know.” Because you don’t want to admit that you don’t know the answer! Proposing a solution too early. Even thou
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