The Disruptive Approach: Unconventional Tactics to Close Complex Deals
Donny Perkins
This audiobook is narrated by a digital voice.
This dynamic guide immerses readers in a world where traditional methods are discarded, making room for groundbreaking and game-changing approaches. Through compelling narratives and relatable scenarios, the author introduces innovative and disruptive tactics that empower negotiators to navigate the complexities of high-stake deals with unparalleled confidence and finesse. By embracing a new mindset and utilizing strategic maneuvers, readers will gain the upper hand in any negotiating scenario, closing deals that were once thought impossible. Prepare to reshape the landscape of negotiation, mastering the intricacies of winning even the most challenging ventures and bending traditional wisdom to your advantage.
Duration - 3h 57m.
Author - Donny Perkins.
Narrator - Digital Voice Chris G.
Published Date - Sunday, 19 January 2025.
Location:
United States
Description:
This audiobook is narrated by a digital voice. This dynamic guide immerses readers in a world where traditional methods are discarded, making room for groundbreaking and game-changing approaches. Through compelling narratives and relatable scenarios, the author introduces innovative and disruptive tactics that empower negotiators to navigate the complexities of high-stake deals with unparalleled confidence and finesse. By embracing a new mindset and utilizing strategic maneuvers, readers will gain the upper hand in any negotiating scenario, closing deals that were once thought impossible. Prepare to reshape the landscape of negotiation, mastering the intricacies of winning even the most challenging ventures and bending traditional wisdom to your advantage. Duration - 3h 57m. Author - Donny Perkins. Narrator - Digital Voice Chris G. Published Date - Sunday, 19 January 2025.
Language:
English
- Introducing the concept of complex deals 7
Duration:00:04:02
- Discussing the need for disruptive strategies in sales 11
Duration:00:03:38
Chapter 2: The Sales Landscape 15
Duration:00:04:19
- Analyzing the changing dynamics of the sales industry 19
Duration:00:04:06
- Examining the impact of customer empowerment on sales processes 23
Duration:00:03:32
Chapter 3: The Traditional Sales Model 26
Duration:00:03:56
- Exploring the traditional sales approach 30
Duration:00:03:40
- Discussing its limitations in the face of complex deals 34
Duration:00:03:07
Chapter 4: The Challenger Mindset 37
Duration:00:03:54
- Introducing the Challenger Sale framework 41
Duration:00:03:36
- Exploring the essential qualities of a Challenger salesperson 45
Duration:00:04:15
Chapter 5: The Challenger Skillset 49
Duration:00:04:53
- Understanding the critical skills required by a Challenger salesperson 55
Duration:00:03:25
- Discussing the importance of insight and teaching as sales techniques 58
Duration:00:04:26
Chapter 6: Teach for Differentiation 62
Duration:00:04:25
- Exploring the concept of teaching as a sales strategy 66
Duration:00:03:45
- Evaluating how teaching can differentiate a salesperson from competitors 70
Duration:00:03:41
Chapter 7: Tailor for Resonance 74
Duration:00:03:39
- Understanding the importance of tailoring sales messages to individual customers 78
Duration:00:03:44
- Discussing the components of resonating sales messaging 82
Duration:00:05:28
Chapter 8: Take Control of the Sale 87
Duration:00:02:56
- Analyzing the salesperson's role in controlling complex deals 90
Duration:00:03:53
- Discussing strategies for taking control and driving the customer's decision-making process 94
Duration:00:04:18
Chapter 9: Create Constructive Tension 98
Duration:00:03:54
- Understanding the role of tension in sales conversations 102
Duration:00:04:38
- Discussing how to effectively introduce and manage tension to drive sales outcomes 107
Duration:00:04:41
Chapter 10: Learning to Challenge 112
Duration:00:03:27
- Exploring effective communication techniques for challenging customers 116
Duration:00:05:08
- Discussing mindset shifts required to become a successful Challenger salesperson 121
Duration:00:03:44
Chapter 11: Building Your Team of Challengers 125
Duration:00:04:20
- Discussing the importance of organizational change in embracing the Challenger model 129
Duration:00:03:56
- Offering strategies for building a team of Challenger salespeople 133
Duration:00:04:31
Chapter 12: Harnessing the Power of Sales Enablement 137
Duration:00:04:49
- Understanding the role of sales enablement in supporting Challenger selling 142
Duration:00:03:50
- Exploring effective sales enablement strategies for driving complex deals 146
Duration:00:04:59
Chapter 13: Overcoming Common Sales Obstacles 151
Duration:00:04:58
- Identifying common challenges and objections in complex deals 156
Duration:00:04:56
- Offering strategies for successfully navigating and overcoming these obstacles 161
Duration:00:04:06
Chapter 14: Adapting to Changing Buyer Behavior 165
Duration:00:04:18
- Understanding the evolving behaviors and preferences of buyers 169
Duration:00:03:27
- Discussing how to adapt selling strategies to meet changing buyer expectations 172
Duration:00:04:41
Chapter 15: Selling in the Digital Era 176
Duration:00:03:55
- Analyzing the impact of digital advancements on the sales industry 180
Duration:00:04:19
- Discussing how to leverage technology for successful complex deal selling 184
Duration:00:04:54
Chapter 16: Negotiating with Impact 189
Duration:00:03:00
- Exploring effective negotiation strategies for complex deals 192
Duration:00:03:37
- Discussing how Challenger salespeople can negotiate to achieve desired outcomes 196
Duration:00:03:38
Chapter 17: Expanding and Retaining Customer Relationships 200
Duration:00:05:10
- Understanding the importance of customer expansion and retention in complex deals 205
Duration:00:04:03
- Offering strategies for fostering long-term customer partnerships 209
Duration:00:04:28
Chapter 18: Building a Winning Sales Culture 213
Duration:00:04:29
- Discussing the importance of a strong sales culture in achieving success 218
Duration:00:04:32
- Offering tips for building and sustaining a winning sales culture 222
Duration:00:04:31
Chapter 19: Measuring and Monitoring Challenger Performance 226
Duration:00:04:27
- Exploring key performance metrics for assessing Challenger sales effectiveness 230
Duration:00:04:40
- Discussing techniques for monitoring and improving Challenger sales performance 235
Duration:00:04:35
Chapter 20: Conclusion 239
Duration:00:00:01
- Reinforcing the benefits of adopting the Challenger model in winning complex deals 240
Duration:00:03:59