EPISODE · Jun 13, 2022 · 16 MIN

Challenger Sale

from Verkaufen an Geschäftskunden · host Stephan Heinrich

Mehr Abschlüsse, mehr Umsatz, mehr Kundenzufriedenheit: Klingt gut? Dann habe ich eine Leseempfehlung für Sie: „The Challenger Sale: How To Take Control of the Customer Conversation" von Matthew Dixon und Brent Adamson. Längst schon ist das Buch zur Pflichtlektüre im Vertrieb geworden, denn es bietet einen ebenso sinnvollen wie erprobten Ansatz für den modernen Verkauf. Verkäufern, die diesen Ansatz nutzen, geht es darum, ihre Kunden herauszufordern. Sie wollen die Sichtweise ihrer Gesprächspartner kritisch hinterfragen und zum Nachdenken anregen, um dann passgenaue Lösungen anbieten zu können. Wie das am besten funktioniert, erfahren Sie in diesem Beitrag.

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Challenger Sale

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This episode was published on June 13, 2022.

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