The challenger sale: taking control of the customer conversation

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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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ISBN:
9781591844358
9781469000022
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Grouping Information

Grouped Work ID 8a1fa5e3-5db9-34e1-126b-cf7dbcc9285c
full_title challenger sale taking control of the customer conversation
author dixon matthew
grouping_category book
lastUpdate 2017-09-02 05:47:51AM

Solr Details

accelerated_reader_interest_level
accelerated_reader_point_value 0
accelerated_reader_reading_level 0
auth_author2 Adamson, Brent.
author Dixon, Matthew, 1972-
author2-role Adamson, Brent., hoopla digital.
author_display Dixon, Matthew
available_at_catalog Wright Farms
detailed_location_catalog Wright Farms - Adult Nonfiction
display_description 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.
format_catalog Book, eAudiobook
format_category_catalog Audio Books, Books, eBook
id 8a1fa5e3-5db9-34e1-126b-cf7dbcc9285c
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literary_form Non Fiction
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local_callnumber_catalog BUSINESS i
owning_library_catalog All Anythink Libraries
owning_location_catalog Wright Farms
primary_isbn 9781591844358
publishDate 2011, 2012
record_details hoopla:MWT11212799|eAudiobook|Audio Books|Unabridged.|English|Gildan Audio,|2012.|1 online resource (1 audio file (5hr., 30 min.)) : digital., ils:870781|Book|Books||English|Portfolio/Penguin,|2011.|xvi, 221 p. : ill. ; 24 cm.
recordtype grouped_work
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series Your coach in a box
series_with_volume Your coach in a box
subject_facet BUSINESS & ECONOMICS / Sales & Selling / General, Customer relations, Sales management, Selling
title_display The challenger sale : taking control of the customer conversation
title_full The challenger sale : taking control of the customer conversation / Matthew Dixon and Brent Adamson, The challenger sale : taking control of the customer conversation [electronic resource] / Matthew Dixon and Brent Adamson
title_short The challenger sale :
title_sub taking control of the customer conversation
topic_facet Customer relations, Sales management, Selling