A New Method To Sell More Construction Projects

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Today we are going to review a new sales method, taken from the book by Matthew Dixon titled “The Challenger Sale: Taking Control of the Customer Conversation”.


Splitting salespeople into five profiles. The research claimed that salespeople fell into one of five distinct profiles: The Hard Worker, The Reactive Problem Solver, The Challenger, The Relationship Builder, and The Lone Wolf


Construction Business Links:

Show Links:

The Challenger Sale Book

MindNode: Mindmap & Brainstorm Ideas

Show Notes:

00:02:59: Tech Tip of the Week: Mindnode Mindmapping App

00:06:38: Topic Introduction: The Challenger Sale

00:09:03: Salespeople can be trained

00:11:06: The 5 Profiles of Salespeople

00:12:43: Which type of salesperson sells the most projects?

00:14:57: The Relationship Salesperson's Profile

00:16:48: The Challenger Salesperson's Profile

00:18:03: Good salespeople are consultants first

00:25:33: Preesent solutions to your clients

00:26:54: Summarizing the Challenger salesperson

00:28:10: Train your salesforce

00:31:52: Two important questions

00:35:24: Conclusion and episode summary

00:39:46: Quote of the Week by Ryan Kavanaugh


Get the transcript >>



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