According
to best-selling book "The Challenger Sale" author Matthew Dixon, most
salespeople are very hard-working, some are relationship builders and the rest
are passive problem solvers. But few of them are able to out-perform over a
sustained period. (You can read a 5-minute summary of his book at here)
As we
know, pure consultative selling based on relationship building does not work
anymore for large sales, complex sales and sales to MNCs. This is because of
corporate governance. Other than that, most buyers now little power for the
actual decision-making is vested in a committee that does not even want to see
the salesperson.
Those
that were trained in consultative selling often end up providing free service to
their prospects as they lose control of the sales situation and the prospect end
up buying from another vendor.
The
hardworking salespeople do close many sales, but they often get burnt out
because they worked too hard and closing rates are below
expectations.
There
must be a better method. Based on several thousands of researched done over 5
years, Mathew Dixon realized that the most effective sales method must to be to
take control of the sales situation. In
this Challenger Sale Method, you perform the 3Ts:
Teach, Tailor your presentation and Take Control of the conversation.
Instead
of waiting for prospect to come back to you, you ask for the
sale. You offer an Irresistible Offer and give them a
deadline to respond. You are assertive but not
aggressive, as your pushing is to serve the prospect's interest, not to
hit your own targets. Other than that, you perform such tasks with high
confidence that the prospect just have to buy from you. If the above is
what you're looking for, come for this newest course Challenger Sale Method on 6 March 2015 Friday 2 to 5.30 pm. Limited seats left, and you can get 49% off
the fees when you register 5 pax. Reply to this email or text to Idah at
8201-4347 or call 6225-1784
now. (Note: you can use our QTC Quaterly $500 Training Credit to offset 50% of your course fees).
CHALLENGER SALE METHOD
Date: 6 March 2015 Friday 2 to 5.30 pm
Venue: The Plaza #02-346, 7500A Beach Road
Fee: $298 each, $199 each for 2 & above, $149 each for 5 & above (49% discount)
We know that sales techniques that work in small sales will not work in large, complex sales. Purchasing today has gone through a major revolution where buyers now have more control over sellers.
Traditional selling based on Relationships do not work because buyers now demand more than relationships. Consultative Selling based on problem solving, although is working, is not enough. Bosses today want their sales team to not only serve customers, but also bring in sales aggressively. There must be a new way to sell. Here comes The Challenger Sales method. Pioneered by Matthew Dixon and Brent Adamson, this revolutionary method takes control back from the customer. If you too want to win more sales, you need to take back control. Use this Challenger Sales method. It has proven to work for over 10,000 companies. | |
Power-packed Contents Include:
| |
Bonus 2: 70 Ways to Overcome the Toughest Sales Objections |
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ReplyDeleteConsultative Selling is a sales approach, Consultative Selling
ReplyDeleteskills helps sales professionals. Consultative Selling is an investigative approach to sales.