Скачать или смотреть "How to have the challenger conversation" - Dean Kelly (TALKING SALES 54)

See more of Dean Kelly here:    • Dean Kelly 'Talking Sales' with John Smibert  
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In this discussion Dean Kelly provides us with advice on how to conduct the conversation with your customer where you challenge them without sounding arrogant or aggressive.

There’s a lot of talk about what ‘Challenger’ is and what you’ve got to do. Dean claims that there are very few people who talk about how you actually do it.

He acknowledges that many salespeople do not have a challenger personality type where they find it easy to diplomatically challenge the client, and not overstep the mark or offend. So to help them challenge their customer in an effective and constructive conversation he provides simple advice – and an associated tool.

Dean Kelly is the Sales Deal Mechanic.