The Challenger Sale: How To Take Control of the Customer Conversation by Brent Adamson, Matthew Dixon (Paperback, 2013)

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THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them! 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. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. Their conclusion? The best salespeople don't just build relationships with customers. They challenge them.

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The secret to sales success- don't just build relationships with customers. Challenge them 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. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied what determines the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classic relationship building is a losing approach. 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 facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are teachable to the average sales rep. Once you understand how to identify Challengers, you can model their approach and embed it throughout your sales force. The authors explain how almost any average rep, equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.

Product Identifiers

PublisherPenguin Books LTD
ISBN-139780670922857
eBay Product ID (ePID)138693246

Product Key Features

Book TitleThe Challenger Sale: How to Take Control of the Customer Conversation
Number of Pages240 Pages
LanguageEnglish
Publication Year2013
TopicManagement, Advertising, Marketing, Opinion of the People
TypeTextbook
AuthorBrent Adamson, Matthew Dixon
FormatPaperback

Dimensions

Item Height234 mm
Item Weight316 g
Item Width153 mm

Additional Product Features

Country/Region of ManufactureUnited Kingdom
Title_AuthorMatthew Dixon, Brent Adamson
Topic AreaData Analysis

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  • An amazing book, all sales people should read it

    It is a great book.

    Bestätigter Kauf: JaArtikelzustand: Gebraucht

  • Excellent sales tool.!

    Bestätigter Kauf: JaArtikelzustand: Neu