The Challenger Sale (Taking Control of the Customer Conversation)

ISBN: 9781591844358
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Overview

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

This book title, The Challenger Sale (Taking Control of the Customer Conversation), ISBN: 9781591844358, by Matthew Dixon, Brent Adamson, published by Penguin Publishing Group (November 10, 2011) is available in hardcover. Our minimum order quantity is 25 copies. All standard bulk book orders ship FREE in the continental USA and delivered in 4-10 business days.

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Product Details

Author:
Matthew Dixon, Brent Adamson
Format:
Hardcover
Pages:
240
Publisher:
Penguin Publishing Group (November 10, 2011)
Language:
English
ISBN-13:
9781591844358
ISBN-10:
1591844355
Weight:
14.4oz
Dimensions:
6.15" x 9.3" x 0.9"
Case Pack:
12
File:
RandomHouse-PRH_Book_Company_PRH_PRT_Onix_full_active_D20240208T185739_146352329-20240208.xml
Folder:
RandomHouse
As low as:
$13.80
Feed Qty:
50
Shipping Origin:
Westminster, MD
List Price:
$30.00
Publisher Identifier:
P-RH
Discount Code:
A
Audience:
General/trade
Country of Origin:
United States

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