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What is Real Social Dynamics? What was Neil Strauss’s role in the company? Real Social Dynamics was a company founded by new gurus Tyler Durden and Papa. Real Social Dynamics caused many tensions within the PUA community, especially with Mystery and other PUAs at Project Hollywood.
How did the bad Enron accounting fraud lead to the company’s failure? Enron accounting fraud were questionable, but not necessarily illegal. But Enron accounting fraud was focused exclusively on stock price, and as a results, faced pressure to demonstrate profits when there were none. Keep reading to find out how Enron accounting fraud contributed to the company’s collapse.
What is Azurix? What did it have to do witth the Enron collapse? Azurix was a part of Enron International. Azurix, a water supply company, followed yypical Enron fashion and made big deals without ever really providing a solid product. When Azurix went public, CEO Rebecca Mark stressed the importnce of appearanes—a polocy that later got enron internationl and azurix into trouble.
What is Enron’s history? How did Enron go from a huge international compamny to a failure? Enron’s history starts off promiosing, but a combination of many factors caused Enron to collapse. Enron’s history, and tthe failrure that coincides, marks one of the biggest bakruptcy scandals in history.
What is message tailoring in sales? How can it help you become a better sales rep? Message tailoring in sales is when you make your pitch or message specific to to buyer you’re talking to. Message tailoring is an important Challenger Sales skill, since it allows you to directly address the customer’s concerns and needs.
What does it mean to sell solutions, not products? How can you learn to use this sales strategy? Sell solutions, not products is a sales strategy that relies on complex sales that aim to solve customers’ problems. As the idea of sell solutions, not products became the new selling norm, one type of sales rep was found to be very successful: the Challenger Seller. Learn more about solution sales below and why Challengers Sellers are so successful.
What are the steps for negotiation? How can you use those steps as a challenger seller? There are 4 steps for negotiation in the challenger selling system. Unlike other selling methods, the challenger selling approach lets reps push back on customers. At some point during this process, you’ll need to negotiate. The challenger selling system lays out steps for negotiation through DuPoints system of negotiation.
What is Challenger Selling? How can you implement it into part of your sales strategy? The Challenger Sales method focuses on four key skills. Challenger Selling stands out because of its focus on pushing back against customers to get the sales reps desired results. With the Challenger Selling model, reps are encouraged to create informative and specific sales pitches that help customers find solutions for their problems.
Who is Ken Lay of Enron? What was his role in the company’s failure? Ken Lay, Enron’s founder and first CEO, founded Enron based on theories of efficient markets. Ken Lay of Enron left the company in the hands of Jeff Skilling, where it quickly turned to greed and untenable practices.
What is W.W. Grainger Inc? How did Grainger successfully use a challenger strategy? W.W. Grainger Inc. was an MRO company (maintenance, repair, and operations) that used their insights in a successful teaching pitch. W.W. Grainger Inc. used a Challenger Selling technique—to teach the customer something new about the business—in order to differentiate their company, build customer loyalty, and increase sales.