Challenger Sale

Product Description

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon Brent Adamson & their colleagues at Corporate Executive Board to investigate the skills behaviors knowledge & attitudes that matter most for high performance. & 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 & 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 & 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 & features about their company & products Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customers specific needs & objectives. Rather than acquiescing to the customers every demand or objection they are assertive pushing back when necessary & taking control of the sale."