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Impuls 7 – C wie Challenger Sale

In: 40 Impulse für den neuen Vertriebsinnendienst

Author

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  • Ralf Koschinski

    (Vertriebsmeister)

Abstract

Zusammenfassung „Als Innendienstler telefonieren Sie mit dem Kunden oder betreuen ihn bei der Online- und Videoberatung von Bildschirm zu Bildschirm. Sie sitzen ihm nicht persönlich gegenüber, wie das bei einem Kollegen aus dem Außendienst der Fall ist. Darum sollten Sie einen besonderen Zugang zu ihm finden, etwa indem Sie ihn herausfordern oder sogar provozieren! SIE kennen seinen Engpass, seinen Flaschenhals, der ihn scheitern lassen wird, wenn er ihn nicht auflöst. Und zwar mithilfe Ihrer Expertise! Und das sollten Sie ihm unmissverständlich darstellen.“

Suggested Citation

  • Ralf Koschinski, 2024. "Impuls 7 – C wie Challenger Sale," Springer Books, in: 40 Impulse für den neuen Vertriebsinnendienst, pages 41-46, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-44581-2_7
    DOI: 10.1007/978-3-658-44581-2_7
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