The Challenger Sale: Taking Control of the Customer Conversation
| Author | : | |
| Rating | : | 4.54 (812 Votes) |
| Asin | : | B0073TG3LQ |
| Format Type | : | |
| Number of Pages | : | 420 Pages |
| Publish Date | : | 2014-01-04 |
| Language | : | English |
DESCRIPTION:
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. 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. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. 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. They tailor their sales message to the custo
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 solution not with your solution,” and “Differentiate yourself by showing your customer something new about their industry that they didn't know or provide them with a different view.” I believe the authors also get it right when they state, “In this world of dramatically changing customer b. "Strong research and important sales insights" according to 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 salespeople looking for ways to break out of the pack.The key to a really good book is that it makes you say, "I never thought of that before," and to use that insight to improve your life in some way. Interestingly, that's also the key to a really good salesperson, as well.The book is based on extensive research . "Not written for sales reps" according to Tom. This audio book was not at all what I was looking for. Instead of providing insights that help sales reps take control of the conversation it ironically seems written for sales managers to take control away from reps by training all to fit the challenger model. Very tedious. I had to work hard to mine a few useful nuggets.