Are the best salespeople those who strive to meet their customers' needs? To give the customer what she wants? To build a passive, unequal relationship with the customer? Or are they, as Matthew Dixon and Brent Adamson suggest here, the ones that constructively challenge them? The idea itself is a good challenge for fundraisers to consider.
from UK Fundraising http://ift.tt/2wZRv0R
The Challenger Sale: How To Take Control of the Customer Conversation
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