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Sales Wolf Blog

Use Daylight Saving Time To Jumpstart Your 2018 SALES MINDSET

Posted by Chris Young

Nov 5, 2017 3:30:00 PM

The end of Daylight Saving Time is upon us once again.

Many view Daylight Saving Time as an extra hour of sleep, working out or playing Call of Duty.

Daylight Saving Time is your wake up call to get your house in order.

Personally, the end of Daylight Saving Time is a pattern interrupt; a call-to-action to get my strategic house in order.

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Topics: Sales Strategy

The Fourth Challenge With Challenger Selling

Posted by Chris Young - The Rainmaker

Apr 19, 2016 8:18:56 PM

If you have not read The Challenger Sale, you need to.

If you have yet to read Challenger Sale by Matthew Dixon and Brent Adamson, I highly-recommend you put this powerful sales book on your reading short list. 

For a tight, 15-page summary, download the Best Sales Book Summary from Hubspot.

For an even tighter summary, following is an excerpt from The Challenger Sale Amazon.com book listing:

Based 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. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

 

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Topics: Sales Strategy

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