挑战式销售
The challenger sale
Matthew Dixon、Brent Adamson · 初版 2011 年
20人推荐
28位读者提及
55次提及
为什么值得读
- 针对大企业复杂销售场景提供有力支持
- 教会销售人员如何主导并掌控客户对话
- 为销售从业者打下扎实有效的业务根基
销售成功的秘诀是什么？如果你和大多数商业领袖一样，你会说根本在于人际关系——但你错了。最优秀的销售人员不仅仅与客户建立关系，他们还会挑战客户。
Hacker News 上怎么说
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The challenger sale
Matthew Dixon、Brent Adamson · 初版 2011 年
销售成功的秘诀是什么？如果你和大多数商业领袖一样，你会说根本在于人际关系——但你错了。最优秀的销售人员不仅仅与客户建立关系，他们还会挑战客户。
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……Jeffrey J. Fox 的《Profit from It》* Sean D'Souza 的《The Brain Audit: Why Customers Buy (And Why They Don't)》* Dan S. Kennedy 的《The Ultimate Sales Letter: Attract New Customers. Boost your Sales》* Mathew Dixon 和 Brent Adamson 的《The Challenger Sale: Taking Control of the Customer Conversation》。另外去看几个 Gary Vaynerchuck 的主题演讲，你会对如何先创造价值产生灵感，特别是去读读这篇博文……
…Profit from It by Jeffrey J. Fox * The Brain Audit: Why Customers Buy (And Why They Don't) by Sean D'Souza * The Ultimate Sales Letter: Attract New Customers. Boost your Sales by Dan S. Kennedy * The Challenger Sale: Taking Control of the Customer Conversation by Mathew Dixon and Brent Adamson Also watch a few Gary Vaynerchuck Keynotes and you'll get ideas on how to add value first, specifically read this blog post…
我做销售已经 15 年了。去看看这些资源，它们会为你打下极好的基础：读读《The Challenger Sale》：https://www.amazon.com/Challenger-Sale-Control-Customer-Conv... 还有读读《SPIN Selling》：https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/00705111... 听听这个进阶销售播客（Advanced Selling Podcast）：https://advancedsellingpodcast.com/…
I've been in sales 15 years now. Check out these resources and they will give you a GREAT foundation: Read the challenger sale: https://www.amazon.com/Challenger-Sale-Control-Customer-Conv... and read SPIN selling: https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/00705111... Listen to the advanced selling podcast: https://advancedsellingpodcast.com/…
……因行业和商业模式而有很大差异。可以考虑以下几个：- Miller Heiman 是美国企业界的黄金标准，现在已整合了 SPIN Selling > https://www.millerheimangroup.com/huthwaite/ - CEB Group 的《The Challenger Sale》实力过硬，适合面向大型企业的复杂业务场景 > https://www.hirevue.com/offer/sales-training-companies-corpo... 《Challenger Sale》基于 Matt 的真知灼见……
…widely by industry & business models. A few to consider - - Miller Heiman is the Corporate America Gold Standard, now incorporating SPIN Selling > https://www.millerheimangroup.com/huthwaite/ - The Challenger Sale by CEB Group is strong, geared toward large enterprise, complex scenarios > https://www.hirevue.com/offer/sales-training-companies-corpo... Challenger Sale - is based on the brilliant insights of Matt…
https://news.ycombinator.com/item?id=19878274 我的推荐跟当时一样：~~~~ Jeff Thull 的《Mastering The Complex Sale》 Jeff Thull 的《Exceptional Selling》 Jeff Thull 的《The Prime Solution》 Matthew Dixon、Brent Adamson 的《The Challenger Sale》 Jeff Cox、Howard Stevens 的《Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers》 虽然不完全是只讲“销售”，但我还推荐……
https://news.ycombinator.com/item?id=19878274 My recommendations are the same as they were then: ~~~~ Mastering The Complex Sale -- Jeff Thull Exceptional Selling -- Jeff Thull The Prime Solution -- Jeff Thull The Challenger Sale -- Matthew Dixon, Brent Adamson Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers -- Jeff Cox, Howard Stevens And while it's not exactly about "sales" alone, I'd recommend…
另一本很棒的书叫《the challenger sale》。这是亚马逊链接，我买了 Audible 有声书版本。http://www.amazon.com/The-Challenger-Sale-Customer-Conversat... 另一本可以看看的是独行侠销售法（Maverick selling method）。名字挺俗，但干货很足：…
Another one that is excellent is called "the challenger sale". Here it is on amazon, I bought the audible version. http://www.amazon.com/The-Challenger-Sale-Customer-Conversat... A further one to look at is the maverick selling method. Corny name but good content:…
……领域。Linkedin 是找这帮人的好地方。现在去搜集情报并拓展人脉。你必须和这些人多聊聊，越多越好。顺便说一句，开始去读读销售流程相关的书吧。推荐读读 Adamson 的《The Challenger Sale》和 Weinberg 的《New Sales Simplified》。
…space. Linkedin is a good place to find them. Now gather intel and network. You must talk to these guys, the more, the better. Incidentally, start reading up on the sales process. Recommend reading The Challenger Sale by Adamson and New Sales Simplified by Weinberg.