The Challenger Sale: Taking Control of the Customer Conversation

! The Challenger Sale: Taking Control of the Customer Conversation  PDF Read by ! Matthew Dixon, Brent Adamson eBook or Kindle ePUB Online free. The Challenger Sale: Taking Control of the Customer Conversation The things that make Challengers unique are replicable and teachable to the average sales rep. Rather than acquiescing to the customers every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. 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

The Challenger Sale: Taking Control of the Customer Conversation

Author :
Rating : 4.42 (705 Votes)
Asin : B0073TG3LQ
Format Type :
Number of Pages : 280 Pages
Publish Date : 2015-08-10
Language : English

DESCRIPTION:

Strong research and important sales insights J. F. Malcolm This book comes very highly touted, especially by Neil Rackham himself, who calls it "the most important advance in selling for many years."I personally don't think it reaches quite that level, but overall it is an excellent book, with provocative insights and useful information for s. Dave Kinnear said Challenging The Challenger Sale. The good news about The Challenger Sale is that Dixon and Adamson further the concept of consultative selling. Even better, in my estimation, is that the authors seemed to use some solid data on which to base their theories. I like some of their approach such as, “Lead to your s. More for Marketing than Sales I'd say read it - and don't expect too much in the way of earth-shattering revelations or some actionable sales methodology. The authors spend a lot of time up front in the book validating the credibility of their research. Throughout the book, they refer to their case study clients a

The things that make Challengers unique are replicable and teachable to the average sales rep. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. 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 best salespeople don't just build relationships with customers. 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

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