Items related to The Challenger Sale: Taking Control of the Customer...
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.
"synopsis" may belong to another edition of this title.
Review:
The most important advance in selling for many years. (Neil Rackham, author of SPIN Selling)
The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery. (Dan James, former chief sales officer, DuPont)
From the Back Cover:
The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery. (Dan James, former chief sales officer, DuPont)
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 Corporate Executive Board have studied 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 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 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.
Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.
www.executiveboard.com
www.thechallengersale.com
Jacket design by Inside Out Design Authors' photograph by Kelly Suh
"About this title" may belong to another edition of this title.
- PublisherPortfolio Penguin
- Publication date2012
- ISBN 10 1591844355
- ISBN 13 9781591844358
- BindingHardcover
- Number of pages256
- Rating
Top Search Results from the AbeBooks Marketplace
Stock Image
The Challenger Sale: Taking Control of the Customer Conversation
Seller:
Rating
Book Description Hardcover. Condition: New. 5655th. 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. Seller Inventory # DADAX1591844355
Buy New
£ 10.81
Convert currency
Stock Image
The Challenger Sale: Taking Control of the Customer Conversation Dixon, Matthew, Adamson, Brent
Seller:
Rating
Book Description Condition: New. Brand new, pristine condition book offering a fresh and immersive reading experience, ready to captivate any reader from the very first page. Seller Inventory # 334
Buy New
£ 13.36
Convert currency
Stock Image
The Challenger Sale: Taking Control of the Customer Conversation Dixon, Matthew, Adamson, Brent
Seller:
Rating
Book Description Condition: New. Brand new, pristine condition book offering a fresh and immersive reading experience, ready to captivate any reader from the very first page. Seller Inventory # 334
Buy New
£ 13.36
Convert currency
Stock Image
The Challenger Sale: Taking Control of the Customer Conversation
Seller:
Rating
Book Description hardcover. Condition: New. 5655th. HARDCOVER, BRAND NEW, Perfect Shape, No Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Seller Inventory # 9076978
Buy New
£ 12.11
Convert currency
International Edition
The Challenger Sale: How To Take Control Of The Customer Conversation
International Edition
Seller:
Rating
Book Description Paperback. Condition: NEW. International Edition, Paperback, Brand New, Same author , ISBN and Cover image may differ. Legal to use despite any disclaimer, We ship to PO , APO and FPO adresses in U.S.A .Choose Expedited Shipping for FASTER DELIVERY.Customer Satisfaction Guaranteed. Seller Inventory # US_9780670922857
Buy New
£ 15.38
Convert currency
Stock Image
Challenger Sale Taking Control of the Customer Conversation
Published by
Penguin Publishing Group
(2011)
ISBN 10: 1591844355
ISBN 13: 9781591844358
New
Hardcover
Quantity: 3
Seller:
Rating
Book Description Condition: Brand New. Ships SAME or NEXT business day. We Ship to APO/FPO addr. Choose EXPEDITED shipping and receive in 2-5 business days within the United States. See our member profile for customer support contact info. We have an easy return policy. Seller Inventory # 52700351
Buy New
£ 13.29
Convert currency
Seller Image
The Challenger Sale: Taking Control of the Customer Conversation by Dixon, Matthew, Adamson, Brent [Hardcover ]
Seller:
Rating
Book Description Hardcover. Condition: new. Seller Inventory # 9781591844358
Buy New
£ 17.67
Convert currency
Stock Image
The Challenger Sale Format: Hardcover
Published by
Penguin Random House
(2011)
ISBN 10: 1591844355
ISBN 13: 9781591844358
New
Hardcover
Quantity: > 20
Seller:
Rating
Book Description Condition: New. Brand New. Seller Inventory # 9781591844358
Buy New
£ 15.68
Convert currency
Stock Image
The Challenger Sale: Taking Control of the Customer Conversation
Published by
Portfolio
(2011)
ISBN 10: 1591844355
ISBN 13: 9781591844358
New
Hardcover
Quantity: > 20
Seller:
Rating
Book Description Condition: New. Brand New! Not Overstocks or Low Quality Book Club Editions! Direct From the Publisher! We're not a giant, faceless warehouse organization! We're a small town bookstore that loves books and loves it's customers! Buy from Lakeside Books!. Seller Inventory # OTF-S-9781591844358
Buy New
£ 15.72
Convert currency
Seller Image
The Challenger Sale: Taking Control of the Customer Conversation (Hardback or Cased Book)
Published by
Portfolio 11/10/2011
(2011)
ISBN 10: 1591844355
ISBN 13: 9781591844358
New
Hardcover
Quantity: 5
Seller:
Rating
Book Description Hardback or Cased Book. Condition: New. The Challenger Sale: Taking Control of the Customer Conversation 0.9. Book. Seller Inventory # BBS-9781591844358
Buy New
£ 19.27
Convert currency