Challenger Selling – Module 3 – Tailor

In this course you’ll be introduced to the second discipline “Tailor” in the Challenger Selling approach. What does it mean to tailor for resonance, and who do you need to tailor to? You’ll get to know the “new physics of sales”, why stakeholders are so important, the 4 layers of tailoring, and why you should consider using a Tailoring Tool for mapping customer outcomes.

Welcome

1
Practical
2
Welcome
3
Learning goals
4
Becoming Challenger
5
The Dynamics of Customer Loyalty
6
Loyalty Drivers for Decision Makers
7
Decision maker loyalty drivers. Pick 2 correct answers.
1 question
8
Decision makers think of themselves as buying from organizations, not from individuals. True or False?
1 question
9
Loyalty Drivers in the Stakeholder Group
10
Top Drivers of Stakeholder Loyalty
11
Loyalty Drivers – Summary
12
Stakeholder loyalty drivers. Pick 2 correct answers.
1 question
13
Video – Tailoring your Message
6 min.
14
Be of Value in each Interaction
15
From Traditional Sales to an Emerging Model
16
New Physics of Sales
17
The new physics of sales – the shift in sales, that also leads to a group based buying environment is named ”The Emerging Model”. True or False?
1 question
18
4 Layers of Tailoring
19
Tailor to Industry & Company
20
Tailor to Role & Individual
21
Tailoring for resonance to 4 layers. Place sequence in correct order from general to individual, starting with the most general layer.
1 question
22
Using a Tailoring Tool
23
Using a Tailoring Tool improves Customer Interactions
24
Thank you!

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Enrolled: 3 students
Duration: 30
Lectures: 19
Video: 6 min.
Level: Intermediate

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