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.
"The most important advance in selling for many years." (Neil Rackham, author of SPIN Selling)
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One novel idea. Only need to listen first chapter
Where is the beef?
Interesting ideas and ways to think about sales process and methodology. Like the concepts. Some things I will need to lookin
Like LEAST: No/very limited (2) real examples. Spent 70% of the time selling you on what it is like to be a challenger with out showing examples. It was very frustrating.
Assumes that you get a deep understanding with out asking questions - just magically will get it all the deep understanding by comparable analysis.
I work for a F1000 enterprise software company.
Stop using the phrase in other words ~20x the phrased was used.
has potential. needs more examples.
- PJK NJ "Kinsp"