A friend refereed me to read this book titled - The Challenger Sale. Here are few snippets from that book,
1. There are 5 types of Sales Rep Profiles,
a. The Hard Worker
b. The Challenger
c. The Relationship Builder
d. The Lone Wolf
e. The Reactive Problem Solver
2. The Path of Solution Selling
a. Migration from a focus on Transnational Sales of Individual Products to Consultative Sales of Bundles of products & services.
3. Definition of a Challenger Sales Rep,
a. Offers the Cx unique perspectives.
b. Has strong two way communication skills.
c. Knows the individual cx's value drivers.
d. Can identify economic drivers of the cx's business.
e. Is comfortable discussing money.
f. Can pressure the Cx.
4. Ability of a Challenger --- Teach, Tailor & Take Control (3A's)
It's not always that one connects with people we meet. And, yes we do come across a lot of human beings everyday, every situation and everywhere. But, those connects only happen with few people and not all. Isn't it?
Now, does time really make the connections change? Well, I would say, it doesn't. Time shouldn't matter when the connection is established it and that is how it should be. Time shouldn't change it or can it?
We meet friends after so long, but the connection, if true, doesn't change. And sometimes, you can keep meeting people often, but there would be no actual connect. Once, that person is out of sight, it's clearly out of mind.
But the true connections are those, that don't change with time. They are meant to stay. If it changes, then not really sure if there was any connect to begin with. Think about it!!
