Brent Adamson

Este es un libro de ventas diferente. No se trata de resumir sólo un método de venta o mostrar las experiencias de un vendedor exitoso, sino que es el resultado de una profunda investigación acerca de los vendedores y sus caracteristicas.Las conclusiones de esa extensa investigacion han sido sorprendentes y en algunos casos contradictorias con la sabiduria convencional. El mejor vendedor no es quien mejor relaciones publicas hace, sino aquel que logra un desafio con el comprador, que conoce el negocio como nadie y que es capaz de controlar el dialogo del proceso de venta.Sepa cuales son las caracteristicas de sus vendedores y como convertirlos en vendedores desafiantes

THE BESTSELLING SALES CLASSIC WITH 1 MILLION COPIES SOLD Whats the secret to sales success? If youre like most business leaders, youd say its fundamentally about relationships - and youd be wrong. The best salespeople dont just build relationships with customers. They challenge them.The need to understand what top-performing reps are doing that their average performing colleagues are not is what drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board, to investigate the skills, behaviours, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.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.Read it, think about it, implement it. You, and your organization, will be glad you didProfessor Neil Rackham, author of SPIN SellingThe Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results deliveryDan James, former chief sales officer, DuPont

This essential guide reinvents selling for todays B2B market, showing sellers how to overcome stalled deals and customer indecision Business-to-business commerce is broken. Todays customers find themselves overwhelmed by too many options, too much information, and too many obstacles. The result is often an inability to execute any but the safest of purchase decisions, frequently resulting in no decision at all. Could this be the death of sales as we know it? Traditional sales methods are all carefully designed to change the way customers think of sellersto win customers business by first gaining their trust. But Brent Adamson and Karl Schmidt argue the real key to B2B sales success is to focus on boosting customers confidence in themselves and their ability to make large-scale, collective decisions on behalf of their company. Through a combination of powerful research and data, real-world examples, and practical tactics from some of the worlds best leaders and sales professionals, The Framemaking Sale provides a blueprint for a completely new approach to selling. Using the authors unique Framemaking method, this book offers a paradigm-shifting perspective on buying and selling with confidence, empowering sales teams and customers alike to thrive in this new world of selling.

Qual será o segredo do sucesso em vendas? Se você for como a maioria dos líderes empresariais, dirá que é uma questão de relacionamento - e estará errado. Os melhores vendedores não se limitam a cons