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The Challenger Sale: How To Take Control Of The Customer Conversation
By Matthew Dixon, Brent Adamson (Paperback, 2013)
THE INTERNATIONAL BESTSELLER OVER HALF A MILLION COPIES SOLDIn The Challenger Sale Matthew Dixon and Brent Adamson share the secret to sales success don't just build relationships with customers Challenge themWhat'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 themMatthew Dixon Brent Adamson and their colleagues at CEB have studied the performance of thousands of sales reps worldwide And what they discovered may be the biggest shock to conventional sales wisdom in decadesThe Challenger Sale argues that classic relationship-building is the wrong 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 performance only one - the Challenger - delivers consistently high performanceInstead 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 saleAny sales rep once equipped with the right tools can drive higher levels of customer loyalty and ultimately greater growthMatthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington DCwwwexecutiveboardcomwwwthechallengersalecom
profiles and while all of these types of reps can deliver average performance only one - the Challenger - delivers consistently high performanceInstead 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 saleAny sales rep once equipped with the right tools can drive higher levels of customer loyalty and ultimately greater growthMatthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington DCwwwexecutiveboardcomwwwthechallengersalecom
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