Funda ngale ndlela entsha yokuthengisa
Ukudayiswa kwe-Challenger
Sekuyiminyaka, ochwepheshe bezokuthengisa bakholelwa ukuthi isihluthulelo sokuphumelela ekuthengiseni kwakungakha ubudlelwane namakhasimende abo namathemba abo. Le mbono yayiqinile futhi isekelwe enkolweni yakudala yokuthi uma amakhasimende afana ne-rep, azothola isizathu kanye nendlela yokuthenga kusuka kulolo phe. Futhi uma bengathandi i-rep, babeyothola isizathu futhi bangayithengi kusuka kulowo mbuzo.
Ngokwengxenye enkulu, lo logic iqinisile. Abantu bathanda ukuthenga kubantu abayithandayo. Kodwa inkinga iwukuthi, amakhasimende asematasa kakhulu, asevele asetshenziswe kahle kakhulu futhi anezinketho eziningi kakhulu zokutshala isikhathi esidingekayo sokwakha ubuhlobo noma angeke asisekelwe isinqumo sokuthenga kuphela ukuthi bathanda kangakanani (noma angathandi) ochwepheshe bokuthengisa . Ukuthengiswa kwe-Challenger kusikisela ukuthi kungani ubudlelwane bubalulekile, indlela engcono yokuthengisa iyanciphisa ukubaluleka kokuqala ukudala ubuhlobo futhi esikhundleni salokho iphakamisa ukuthi ukuphinda kulandelelwe kulandele imodeli yokudayisa ingxenye eyodwa.
Fundisa
Isibonelo sokuthengiswa kwe-Challenger siqala ngokubaluleka kwe-rep rep sales ngokuletha ulwazi olusha noma indlela ehlukile yokwenza izinto kumakhasimende abo namathemba abo. Ukuthenga umphakathi kunemithombo eningi okumele uqoqe ulwazi futhi ngokuvamile ukwazi okuningi mayelana nomkhiqizo wakho kunalokho ongakholelwa.
Bazi futhi, ezimweni eziningi, okufanayo ngeminikelo yomncintiswano wakho.
Futhi bayazi okuningi ngebhizinisi labo nezinselelo abafuna ukuzinqoba lapho becabanga ukuthenga. Uma uchwepheshe wezokuthengisa egxile ukuthi kungani lo mkhiqizo ubhetele kunomncintiswano noma uthatha ukuthi iklayenti cishe ayingazi izinkinga noma izinselelo ezikuxazulula lo mkhiqizo; i-rep ichitha isikhathi esiyigugu somthengi futhi ayibukeli lutho olusha kutafula le-bargaining.
Kodwa uma i-rep ikhetha ukuthatha enye indlela futhi inqume ukwazisa ikhasimende ukuthi kunoma yiziphi izinselelo ezivamile zemboni imboni ezixazululwe ngokusebenzisa indlela ehlukile bese zifundisa ikhasimende ngezici eziyingqayizivele ukuthi umkhiqizo wakhe noma inkampani inikeza, khona-ke ikhasimende lizobona isikhathi sitshala njengebalulekile. I-rep replication eyigugu kakhulu, kungenzeka ukuthi ukudayiswa kuzokwenziwa.
Qondanisa
Ingxenye elandelayo ye-Challenger Sales Model inguchwepheshe wezokuthengisa ukulungisa isixazululo sokuhlangabezana nezidingo ezithile zomthengi. Ifuna ukuhlanganiswa kokuklama nokuguquguquka komkhiqizo noma isevisi enikeziwe.
Ingxenye yokudala ivela ku-rep rep, futhi ukuguquguquka kuyinto into umkhiqizo / isevisi enayo noma engenayo.
Kodwa-ke, umkhiqizo / isevisi okungatholakali ukuthi ungenaso ukuguquguquka kungenzeka ukuthi ube namandla okulungiswa kumakhasimende.
Ukuzivumelanisa nezimo kungavela ngendlela yokuxhasa ngezimali ngokwezifiso, isibonelo, noma kungadinga ukwenza ngokwezifiso yonke inqubo yokukhiqiza. Isihluthulelo sokuxazulula isisombululo siqala ngempendulo yokuqonda ngokugcwele izidingo zamakhasimende.
Thatha Ukulawula
Ingxenye yokugcina ye-Challenger Sale iwukuba umqeqeshi wokuthengisa ukulawula umjikelezo wokuthengisa. Kuvame kakhulu kunokungavamile kumsebenzi wokuthengisa ukuhlangabezana nokuphikiswa nokumelana namakhasimende. Ngenkathi ukuthengiswa kwendabuko kwezendabuko kuphakamisa ukuthi ukuphikiswa komthengi ngamunye kuyaphathwa futhi kubhekwe njengokukhathazeka okusemthethweni kwamakhasimende, imodeli ye-Challenger Sales ifundisa ukuthi imibuzo enganangqondo noma yamakhasimende enganangqondo / izidingo / ukuphikisana kungcono ukuphathwa yizisebenzi zokuthengisa ngokuqinile, ngokuyiqiniso nangenselele ikhasimende "ukuligcina langempela."
Ukuthatha isilawuli kudinga isibindi, ukuzethemba, kanye namakhono amaningi. I-trifecta yezimfanelo ezithandwa kakhulu yilowo nalowo mphathi wezokuthengisa emhlabeni.