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The Challenger Sale: Taking Control of the Customer Conversation (2011) by Matthew Dixon & ‎Brent Adamson [Dr Soc]

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Matthew Dixon, ‎Brent Adamson - The Challenger Sale: Taking Control of the Customer Conversation
 
Published: 2011-11-10 | ISBN: 1591844355, 0670922854 | EPUB + MOBI | 240 pages | 3 MB
  
  
  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.
  
  
  
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