Phunzirani za Njira Yatsopano Yogulitsa
The Challenger Sale
Kwa zaka zambiri, akatswiri ogulitsa malonda akukhulupirira kuti chinsinsi chogulitsa malonda chinali kupanga ubale ndi makasitomala awo ndi chiyembekezo. Chiphunzitsocho chinali cholimba ndipo chimachokera ku chikhulupiliro chakale kuti ngati makasitomala amakonda rep, iwo adzapeza chifukwa ndi njira yogula kuchokera pa rep rep. Ndipo ngati iwo sakonda rep, iwo angapeze chifukwa ndi njira yoti asagule kuchokera ku repiti imeneyo.
Kawirikawiri, mfundoyi imakhala yoona. Anthu amakonda kugula kuchokera kwa anthu omwe amawakonda. Koma vuto ndilo, makasitomala ali otanganidwa kwambiri, omwe ali odziwa bwino kwambiri ndipo ali ndi njira zambiri zowonjezerapo kuti azigwiritsa ntchito nthawi yowonjezera mgwirizano kapena sangathe kugula zosankha zokha (kapena sakonda) ogulitsa malonda . Mavuto a Challenger akusonyeza kuti chifukwa chake maubwenzi ndi ofunikira, njira yabwino yopititsira malonda inachepetsa kufunika koyamba kukhazikitsa chiyanjano ndipo mmalo mwake imasonyeza kuti kubwezeretsanso kumatsatira gawo la magawo atatu la malonda.
Phunzitsani
Cholinga cha Challenger Sales chimayamba ndi kufunika kwa malonda obweretsera malonda kumabweretsa chidziwitso chatsopano kapena njira zosiyanasiyana zochitira zinthu kwa makasitomala awo ndi chiyembekezo chawo. Kugula anthu ali ndi zinthu zambiri zomwe mungapeze zambiri ndipo nthawi zambiri mumadziwa zambiri za mankhwala anu kuposa momwe mungakhulupirire.
Amadziwanso, nthawi zambiri, chimodzimodzi ndi zopereka za mpikisano wanu.
Amadziwanso zambiri za bizinesi yawo komanso mavuto omwe akufuna kuti athetse poganizira kugula. Ngati wogulitsa malonda akugogomezera chifukwa chake mankhwalawa ndi abwino kusiyana ndi mpikisano kapena akuganiza kuti kasitomalayo mwina sadziwa mavuto kapena zovuta zomwe mankhwalawa amasankha; Kuyankha ndikuwononga nthawi yamtengo wapatali ya kasitomala ndipo sikubweretsa zatsopano ku tebulo.
Koma ngati mayankhowo atenga njira yina ndikudziwitsa kasitomala momwe mavuto alionse ogwirira ntchito atha kukhazikitsidwa mwa kugwiritsa ntchito njira zosiyana ndikuphunzitsa makasitomala za zinthu zosiyana ndi zomwe akupanga kapena kampani yake amapereka, ndiye kasitomala adzawona nthawi yodzipereka kukhala yamtengo wapatali. Chinthu chofunika kwambiri ndi rep, makamaka kuti kugulitsa kudzapangidwa.
Sungani
Gawo lotsatira la Challenger Sales Model ndi la akatswiri ogulitsira malonda kuti athetse njira yothetsera zosowa za kasitomala. Imafuna kugwirizana kwa kulenga ndi kusinthasintha mu mankhwala kapena utumiki woperekedwa.
Chilengedwe chimachokera ku malonda a malonda, ndipo kusinthasintha ndi chinthu chomwe chidawathandiza kapena alibe.
Komabe, zinthu zomwe poyamba sizimawoneke kukhala zosasinthika zingakhale zokhoza kukonzedwa ndi kasitomala.
Kusinthasintha kungabwere ngati mawonekedwe a ndalama, mwachitsanzo, kapena kungathe kupanga njira zonse zopangira. Chinsinsi chothandizira njira yothetsera vutoli chimayamba ndi kupempha kumvetsetsa zosowa za makasitomala.
Tengani Kudzetsa
Gawo lotsiriza la Challenger Sale ndilo wogulitsa malonda kuti azitha kuyendetsa kayendetsedwe ka malonda. Zimakhala zachilendo kuposa zachilendo kwa wogulitsa malonda kuti akumane ndi kutsutsa ndi kukana kuchokera kwa kasitomala. Ngakhale kuti malonda achikhalidwe amasonyeza kuti aliyense wotsutsa amachiritsidwa ndipo amawonedwa ngati chodetsa choyenera cha kasitomala, chitsanzo cha Challenger Sales chimaphunzitsa kuti mafunso osakwanira kapena osakwanira a makasitomala / zofuna / zotsutsa zimagwiridwa bwino ndi akatswiri ogulitsa malonda, owona ndi ovuta wogula "kuti asunge kwenikweni."
Kulamulira kumatengera kulimba mtima, chidaliro, ndi luso lalikulu. Chiwonetsero cha zikhalidwe zomwe zimakhudzira abwana ambiri ogulitsa padziko lonse lapansi.