![]() ![]() In this groundbreaking book, award winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience.īased on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. Now, let’s dig in! Sales Models and Fundamentals The Transparency Sale Work on yourself harder than you work on your job: If you stay ready, you won’t need to get ready. So get under the hood and explore all these sales books have to offer. Studies continue to find that most CEOs read 5 books a month, and earn 350% more income than the average American. Others are new, and they can fill you in on the approaches and mindsets that are working today. ![]() Some of the sales books in this list are classics - they’ve been around for a while, but they still get read because they’re still relevant. If you truly want to be a better leader, better salesperson, better speaker, better writer, or just a better person, you need to study the craft.Īnd if you look hard, you’ll find there’s already a book with the instructions. No one rises to the top of their game without intentional growth and learning. But speaking as a veteran sales professional, I’ve got a few additional thoughts on the matter: Top Performers Are Students of the Game
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