Showing 1-2 of 2 Books
Spin Selling
This book presents a strong sales process that exposes four types of questions that, when answered in succession, increase the likelihood of a lead converting into a sale.
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The Challenger Sale
Authors Dixon and Adamson studied a sample of hundreds of sales agents in The Challenger Sale and surprisingly concluded that traditional relationship building may potentially be harmful to the whole sales process. The book also lays out a process for transforming mediocre salespeople into high-performing Challengers.
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