Yes, this may have worked 10 years ago, but in today’s economy it’s not good enough. We’ve all been led to believe the way you develop sales is by developing strong relationships with your customers. Summing it up, the authors don’t believe relationship selling is all it’s cracked up to be, and they have the data to back it up. More importantly, they blow up several of the myths most people have come to believe regarding sales. In the book, the authors reveal the findings from their extensive studies regarding the sales process. I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson.
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