The Challenger Sale: Taking Control of the Customer Conversation
We begin by working to understand the customer's business. We pose a version of the following general directive: • Tell me about your activity. We follow up with these more specific questions: • What are the few keys to success in your unit? • What is your unit's advantage in the marketplace (why do customers buy from you?), and how do you contribu
... See moreJames A. Belasco • Flight of the Buffalo: Soaring to Excellence, Learning to Let Employees Lead
What level of personal attention do I want to provide? one-on-one, small group, one to many b) What level of effort is expected from them? Do it themselves (DIY) - figure out how to do it on their own; do it with them (DWY) - you teach them how to do it; done for them (DFY) - you do it for them c) If doing something live, what environment or medium
... See moreAlex Hormozi • $100M Offers: How To Make Offers So Good People Feel Stupid Saying No (Acquisition.com $100M Series Book 1)
QUESTION: Do our products and services stand out head and shoulders above our competition? LEADERSHIP SOLUTION: Stay tuned in to customers and do whatever it takes to create value for them.
James A. Belasco • Flight of the Buffalo: Soaring to Excellence, Learning to Let Employees Lead
honest and persistent customer dialogue will always open new opportunities for profit growth. It will also create enormous frustration among your competitors.