5/31/2023 0 Comments Summary of the challenger saleThe third event happened in the 1970s when the results of a 12-year study were revealed. It was referred to as spin selling or consultative selling. It was when salesmen began to listen more than speak. The second breakthrough came in 1925 when we gained a better appreciation for open ended questions. So, the first big breakthrough was learning to separate those two functions to allow sales representatives to do what they do best - and that is sell. Those are: In the earliest of times, in many industries, the sales person also acted as the collections department. It first reviews the last big breakthroughs in the industry. Book Summary of the Challenger Sale: Taking Control of the Customer Conversation The Challenger Sale is about the often-difficult selling process.
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