Challengers aren't scared to cause a stir. They make certain that all commitments are honored once the transaction is completed.ĭixon and Adamson defined Challengers as salespeople who know their customers' businesses and push them to think more deeply and creatively. ![]() These salespeople are dependable and detail-oriented. They increase sales, but not in a way that we are confident in repeating. ![]() Lone wolves are so self-assured that they follow their instincts and disregard all of our norms. Their bread and butter is a cappuccino and a cheerful talk. These salespeople focus on cultivating personal and professional customer champions. They put their nose to a grindstone, are self-motivated, and aren't easily discouraged. Hard workers arrive on time, stay late, and are always eager to go above and beyond. According to Dixon and Adamson, there are five different categories of salespeople.
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